Tag: Opportunities

Revenue Grid Spring Release

Revenue Grid’s New Revenue Leaks Funnel visualizes lost opportunities across the funnel.

Revenue Intelligence vendor Revenue Grid announced its Spring 2023 release, with a new Revenue Leaks Funnel headlining the announcement.  Other features include Forecast Evolution Reports, Signals Builder enhancements, sequence management enhancements, and custom calendaring fields.

The Revenue Leaks Funnel is available as a Salesforce-native, out-of-the-box report that helps revenue teams “magically spot invisible revenue leaks, understand where they occur during the selected period, and measure the magnitude of the leaks happening across the pipeline.”

The Revenue Leaks Funnel displays how opportunities progress between stages with the average stage time.  Slipped deals can be spotted and brought back on track.  Leaks are called out by stage, helping management identify where deals are being lost and address stage-related issues.  Revenue Ops and managers can view funnel dynamics for the previous week, month, quarter, or year.

A new Forecast Evolution Report compares different fiscal periods and tracks forecast changes.    Changes over the past week are displayed, with viewing at the team or rep level.  In addition, users can “see the patterns across the forecast categories over time and detect any trends in revenue leakage.”

The Signals Builder defines custom signals of specific types and assigns them to specific recipients.  Revenue Grid provided the following examples:

  • Custom Recipient: Account Executive assigns webinar leads to BDR (custom recipient) who has to process them first and add leads to the specific post-event sequence.
  • Sales Leader: An opportunity was created with a value exceeding $50,000.
  • Sales Manager: An opportunity is less than 15 days away from the close date and is at the “Proposal Price Quote.”
  • Sales Representative: A Lead was created more than 30 days ago but has not been contacted yet.

A new sequence-related productivity report helps sales managers monitor sales rep action items (e.g., replies, to-do lists, notifications) and coordinate their performance.  Managers can view and compare activity across their sales team.

Other sequence enhancements include searching and adding prospects to sequences from Salesforce, sequence pausing, and adding a prospect owner as a step owner in a sequence. Operations teams can add custom fields to booking confirmation forms, including text fields, labels, and checkboxes.  Forms automatically fill in the email and name on Book Me confirmation pages for recurring events.

SalesLoft Costello App for Opportunity Analysis

The Costello Dashboard facilitates quick opportunity updates and streamlined pipeline reviews.
The Costello Dashboard facilitates quick opportunity updates and streamlined pipeline reviews.

Costello, which describes itself as sales co-pilot software, released an upgraded integration with SalesLoft.  The app displays Salesforce Opportunities from within the SalesLoft sales engagement platform.  The service is generally available to joint customers through SalesLoft’s App Directory.

Costello displays a Deal Dashboard and Deal View from within SalesLoft for pipeline management.  Deal Status elements include deal stage, days in stage, days active, and deal amount.  Costello also calls out Deal Gaps (missing deal fields, days past due), Stakeholders (buyers’ circle with roles and concerns), Call Summary with notes, and a deal timeline.

Finally, reps and managers can quickly review three to five of the most important deal details such as key buying criteria, key challenges, and desired outcomes.

“Deal View gives reps, managers, and leaders across the company a simple, streamlined view of everything that matters when managing a deal.  And it gives your team an easier, more intuitive way to manage stakeholders, so you can quickly figure out who matters most, what they care about, and what their blockers are.”

Costello Chief Strategy Officer Rod Feuer

A single-pane view supports In-line opportunity edits and a unified view which supports quick updates and pipeline review meetings.  Costello claims opportunity updates may be performed 75% more quickly.   “This is a game-changer not only for productivity but for pipeline confidence,” said Costello CEO Frank Dale.

A single-pane opportunity viewer is offered by other companies including LinkedIn Sales Navigator, Artesian Solutions, and Clari.