Deal Checklist for Weekly/Monthly Forecast

Weekly Forecasting & Pipeline Review

*For Pipeline review come ready to discuss:

• At Bats : Top 5 Deals w/ 90% chance to close by EOW (Verbal Yes)

• On Deck : 3 deals w/80% chance to close by EOW

• In-the-Hole : 2 deals w/70% chance to close by EOW

• Dugout : Clean out (Nurture) Be Back Bus(30-60 days)

• Swing Deal : 1 multi-loc with high propensity to buy by EOW

• Gap Plan : If pacing behind quota, what's the strategy to bridge the gap

Forecasting:

1. Best Case (90% to close)

2. 80% to close

3. 70% to close

Deal Checklist:

1. Power

   1. KDM

   2. Title 

   3. Last Engagement

2. Consensus

   1. Are we multi-threaded

   2. Who's involved

   3. Last Engagement Date

3. Budget

   1. Did we present pricing & do they have budget

   2. What are the pricing + package details

   3. Have we prepared Non-KDM to sell internally

4. Engagement 

   1. How many OB texts/emails/calls in last 5 days

   2. How many replies from them in last 5 days

5. Next Steps Planned

   1. What is next step

   2. Who is it with

6. Red Flags

   1. Have competitor names been brought up

   2. Have they mentioned any changes in plans

   3. Have they no-showed or postponed meetings