While it may go by another name within your organization, the “Zone of Doom” is our reference to that moment when an opportunity goes unexpectedly quiet.
Every quarter has it: that gap between the deal’s forecast and what closes. A stressful experience, to say the least, but one that seems inevitable.
If 80% of your revenue is most likely to come from just 20% of your opportunities, how do you know what to do to influence these must-win opportunities?
Jamie Buss has been a driving force for Zendesk’s unbelievably accurate revenue forecasts, which routinely land within 1% of actual revenue.
A close plan is a critical tool to effectively manage a sales cycle from new opportunity to close. It lays out the ideal sequence of events to move the deal forward, the qualification criteria to measure the opportunity, and it documents the stakeholders involved on the buying team.
Teams can now reinforce their sales process to add accountability, transparency and efficiency to their sales cycle. ClosePlan is available on the Salesforce AppExchange.