Improve revenue predictability by better qualification of your key accounts

Posted by Chris Gerretsen on Dec 15, 2016 3:15:08 PM

One of the key challenges of CEO’s and VP’s of tech and software companies is to make their revenues more predictable. They need to ramp-up their sales teams, and build effective processes for prospecting and sales pipelines in order to be able to provide reliable revenue forecasts to investors and / or shareholders. An in-depth understanding of the strength of the sales funnel is crucial here. Obtaining such an understanding can be complicated, especially in enterprise sales situations, where several departments are involved and the decision making process can be opaque. 

Related: 10 Questions to ask when selecting your sales outsourcing partner

We have developed a qualification checklist to help you analyze the strength of your funnel. It consist of 19 questions and is divided into 5 categories:

  • People
  • Need
  • Process
  • Company
  • Competition.

Download the Key Account Qualification Checklist and start building a more predictable forecast.

Download now

Topics: Tactics, Strategy

Chris Gerretsen

Chris is passionate about bringing new, disruptive ideas and concepts to life. Throughout his professional career, Chris has focused on making innovative software and tech companies successful. Over the course of the past 20+ years, Chris assisted numerous vendors and service providers in accelerating sales and building new business in uncharted territory.

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