Nail your Q2 rev projection

Calendar Q2 starts in 10 weeks, which means now is the time to boost your confidence in the number you’ll deliver to your manager.

The majority of your credibility to inside brass is based on delivering accurate quarterly forecasts. (Duh.) Sure, other actions matter, but not nearly as much as your projection competency. You’ll get better at prognosticating if you view your number through a binary lens; ask yourself, "…is the deal going to close? ….yes, or no?"

Sure, assign percentages to your opps in your CRM, but understand that your actions* should be driven by the question posed above.

Today, contact the buyers who control all of your potential Q2 revenue and ask, "Is our Q2 deal going to happen, or not?"

Do everything and anything to get face time with key buyers…even five minutes will do. Email will not work for this exercise. (You’re paid the big bucks to get access!)

You may need to ease into the convo with this question, "…where do I stand on this opp? What is the percentage you assign to this deal going down?"

And then listen.

Once you get the buyer engaged, move into objection-handling mode and ask, "What could be standing in our way of getting this over the line?"

It’s not clear in this two-minute clip who is more cringe-worthy: the seller…for laying down, or the manager…for simply being a dope. Either way, this is a sad depiction of how the numbers meeting should go.

Use it as motivation!