Inaccurate forecasting is the last reason you want to miss your revenue goals. So what are the key steps for figuring out how to accurately forecast, avoid these mishaps, align your departments, and meet your revenue targets? Andy Duffett, SVP of Global Sales at CrowdStrike, combines his extensive industry knowledge with a dynamic leadership style to steer the company's global sales efforts to success. In this episode of the Run Revenue show, Andy shares why trust and transparency is essential for success, the importance of understanding customer needs, the value of forecasting correctly, and why you should prioritize revenue protection and value realization.
Here’s what’s inside: Build trust and transparency. Andy highlights the importance of trust and transparency as the foundation for success. While it takes time and effort, it’s vital for collaborative decision-making and achieving desired outcomes. Understand and adapt to customer needs. Understanding customer needs is crucial. Focusing on tools like MEDPicc and having customer conversations allows you to navigate uncertainty and appreciate the value provided. This approach distinguishes them from competitors who may resort to dropping prices or fast-tracking solutions. Prioritize revenue protection and value realization. Proactive conversations, early identification of issues, and AI-driven models help prevent issues. By diagnosing revenue leakage early, you can take adequate measures to protect revenue and maintain strong customer relationships.
