{"id":45227,"date":"2023-11-30T12:52:18","date_gmt":"2023-11-30T20:52:18","guid":{"rendered":"https:\/\/www.gong.io\/?post_type=patterns-lab&#038;p=45227"},"modified":"2024-07-03T10:31:24","modified_gmt":"2024-07-03T17:31:24","slug":"spot-these-four-red-flags-to-boost-forecast-accuracy-and-revenue-predictability","status":"publish","type":"patterns-lab","link":"https:\/\/www.gong.io\/resources\/labs\/spot-these-four-red-flags-to-boost-forecast-accuracy-and-revenue-predictability\/","title":{"rendered":"Spot these four red flags to enhance forecast accuracy and revenue predictability"},"content":{"rendered":"<block-post-template class=\"Block PostTemplateBlock\" block-id=\"a8a536\" data-block=\"a8a536\">\n\n<div class=\"Block-wrap PostTemplateBlock-wrap\" slot=\"content\">\n<div class=\"Block-content PostTemplateBlock-content\">\n<block-post-hero active__trigger=\"mounted\" class=\"Block PostHeroBlock\" block-id=\"bc0efe\" data-block=\"bc0efe\">\n\n<div class=\"Block-inner PostHeroBlock-inner\" slot=\"content\">\n<div class=\"Block-content PostHeroBlock-content\">\n<block-post-hero-content class=\"Block PostHeroContentBlock\" block-id=\"d3cbf4\" data-block=\"d3cbf4\">\n\n<div class=\"Block-inner PostHeroContentBlock-inner\" slot=\"content\">\n<div class=\"Block-link PostHeroContentBlock-link\"><svg width=\"6\" height=\"10\" fill=\"none\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M5 9 1 5l4-4\" stroke=\"currentColor\" stroke-width=\"2\" stroke-linejoin=\"round\" aria-hidden=\"true\"><\/svg><a href=\"\/resources\/labs\/\">Back to labs<\/a><\/div>\n\n<div class=\"Block-byline PostHeroContentBlock-byline\">\n<div class=\"Block-avatar PostHeroContentBlock-avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/secure.gravatar.com\/avatar\/d79ba54c8e1d4e40e22863f05f55b886?s=56&#038;d=mm&#038;r=g\" width=\"56\" height=\"56\" alt=\"Dan Morgese\"><\/div>\n<p class=\"Block-author PostHeroContentBlock-author\">Dan Morgese<\/p>\n<p class=\"Block-role PostHeroContentBlock-role\">Director, Content Strategy and Research at Gong<\/p><\/div>\n<\/div>\n<\/block-post-hero-content>\n\n<block-post-hero-social class=\"Block PostHeroSocialBlock\" block-id=\"aa85d8\" data-block=\"aa85d8\">\n\n<div class=\"Block-inner PostHeroSocialBlock-inner\" slot=\"content\">\n<div class=\"color-violet Kicker mb-none Block-kicker PostHeroSocialBlock-kicker\">Share<\/div>\n<div class=\"Block-content PostHeroSocialBlock-content\"><div class=\"SocialMedia\">\n\t<ul role=\"list\">\n\t\t<li>\n\t\t\t<a href=\"https:\/\/www.linkedin.com\/shareArticle?mini=true&#038;url=https:\/\/www.gong.io\/resources\/labs\/spot-these-four-red-flags-to-boost-forecast-accuracy-and-revenue-predictability\/\"\n\t\t\t\ttarget=\"_blank\" rel=\"noreferrer\" aria-label=\"LinkedIn\">\n\t\t\t\t<i class=\"fab fa-linkedin-in\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t\t<li>\n\t\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https:\/\/www.gong.io\/resources\/labs\/spot-these-four-red-flags-to-boost-forecast-accuracy-and-revenue-predictability\/\" target=\"_blank\"\n\t\t\t\trel=\"noreferrer\" aria-label=\"Facebook\">\n\t\t\t\t<i class=\"fab fa-facebook-f\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t\t<li>\n\t\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https:\/\/www.gong.io\/resources\/labs\/spot-these-four-red-flags-to-boost-forecast-accuracy-and-revenue-predictability\/\" target=\"_blank\"\n\t\t\t\trel=\"noreferrer\" aria-label=\"Twitter\">\n\t\t\t\t<i class=\"fab fa-twitter\"><\/i>\n\t\t\t<\/a>\n\t\t<\/li>\n\t<\/ul>\n<\/div>\n<\/div>\n<\/div>\n<\/block-post-hero-social>\n\n\n<\/div>\n<\/div>\n<\/block-post-hero>\n\n<block-post-body class=\"Block PostBodyBlock\" block-id=\"c1c0aa\" data-block=\"c1c0aa\">\n\n<div class=\"Block-inner PostBodyBlock-inner\" slot=\"content\">\n<div class=\"Block-featuredImage PostBodyBlock-featuredImage\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"379\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/gonglabsheader-1024x379.png\" class=\"attachment-large size-large wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/gonglabsheader-1024x379.png 1024w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/gonglabsheader-300x111.png 300w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/gonglabsheader-768x284.png 768w, https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/gonglabsheader.png 1504w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/div><div class=\"Block-content PostBodyBlock-content\">\n<block-post-body-content class=\"Block PostBodyContentBlock\" block-id=\"da9ed9\" data-block=\"da9ed9\">\n\n<div class=\"Block-inner PostBodyContentBlock-inner\" slot=\"content\">\n<div class=\"Block-byline PostBodyContentBlock-byline\"><div class=\"Block-avatar PostBodyContentBlock-avatar\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/secure.gravatar.com\/avatar\/d79ba54c8e1d4e40e22863f05f55b886?s=56&#038;d=mm&#038;r=g\" width=\"56\" height=\"56\" alt=\"Dan Morgese\"><\/div>\n<p class=\"Block-author PostBodyContentBlock-author\">Written by Dan Morgese<\/p>\n<p class=\"Block-role PostBodyContentBlock-role\">Director, Content Strategy and Research at Gong<\/p>\n<div class=\"Block-bio PostBodyContentBlock-bio\">For over a decade, Dan has provided revenue leaders with data and insights to inform and execute their GTM strategies. As a former analyst at Forrester Research, he worked with hundreds of B2B organizations to measure and improve sales productivity.<\/div><\/div><div class=\"Block-content PostBodyContentBlock-content\">\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<em>This article is part of the Gong Labs series, where we publish findings from our data research team. We analyze sales conversations and deals using the Gong Revenue Intelligence Platform\u2019s proprietary AI, then share the results to help you win more deals. <\/em><a href=\"https:\/\/www.linkedin.com\/newsletters\/gong-labs-6970090281899556864\/\"><em>Subscribe here<\/em><\/a><em> to read upcoming research.<\/em>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nHow did this happen again?!\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe end of the quarter hit and you missed your forecast by a large margin.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nYou did everything right. Established clear forecast criteria. Conducted regular pipeline inspections. Ran deal reviews using CRM data. Monitored pipeline pacing every week.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAnd you still missed.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhat gives?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe problem is that despite your efforts, you\u2019re missing an enormous piece of the puzzle.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n(In fact, you\u2019re missing about 300 pieces of the puzzle. But we\u2019ll get to that.)\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nYou can\u2019t afford to have an inaccurate view of your pipeline when so many business decisions depend on you getting it right. A missed forecast can also be dire for public companies\u2026 or the tenure of revenue leaders in any industry.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIt\u2019s critical that you get a more accurate picture of your pipeline.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c3165e\" data-block=\"c3165e\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">CRM data is a poor foundation for forecast accuracy<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe Gong Labs team recently analyzed over 1M emails and nearly 30,000 sales calls from 2022-23 to understand which data points are effective, trustworthy predictors that a deal will close in a given timeframe.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThe results confirm that CRM and deal activity data alone aren\u2019t enough to help sales leaders create accurate forecasts.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nCRM data relies on reps\u2019 manual data entry, so it\u2019s often incomplete, inaccurate, and subjective.&nbsp; (Only 1% of customer interactions make it into the CRM, according to <a href=\"https:\/\/www.gong.io\/content\/2023-gartner-market-guide-for-revenue-intelligence-platforms\/?utm_campaign=gartner-market-guide-2023&amp;utm_medium=social&amp;utm_source=linkedin&amp;utm_content=gong-labs-nov-2023\">Gartner<\/a>.) Reps record the data they believe is important, but it\u2019s not always a full picture of the account. Plus, reps often interpret CRM fields differently, so subjective answers about what\u2019s likely to close, for example, get rolled up into larger forecasts.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>You can\u2019t call an accurate forecast if it\u2019s founded on unreliable data.<\/strong>\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"bc7079\" data-block=\"bc7079\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">How to spot red flags that prevent deals from slipping<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhy is everyone getting their forecast so wrong? Because they can\u2019t spot the red flags in their deals\u2019 contextual data.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n(In Gong, \u201cred flag\u201d alerts are triggered when a buyer or seller\u2019s emails indicate a risk to the deal. That might include signs of ghosting, or a buyer making subtle mention of budgetary constraints or a decision-maker\u2019s lagging interest in a purchase.)\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>The result: Everyone settles for <\/strong><strong><em>hoping<\/em><\/strong><strong> that committed deals will close.<\/strong>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nHow widespread are foreseeable problems in your deals? Approximately 15% of the opportunities we analyzed had a red flag hiding in their email exchanges.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nThose red flags have the potential to rock your forecast.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen one or more red flags exist in a deal\u2019s emails, you have a 33% lower probability of winning the deal:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(820px, 100px)\" block-id=\"b6b681\" data-block=\"b6b681\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"820 \\\/ 846\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_1.png\" alt=\"\" :width='820' :height='846' ratio=\"820x846\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen you spot a red flag, you need to dig deeper to understand if it was caused by something fixable. Then you can decide whether the deal is worth including in your forecast.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nEither way, a deal containing a red flag will likely push out from its original commit date. Deals with red flags take 31% longer to close, on average:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(820px, 100px)\" block-id=\"c980f2\" data-block=\"c980f2\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"820 \\\/ 846\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_2.png\" alt=\"\" :width='820' :height='846' ratio=\"820x846\"><\/div>\n<\/div>\n<\/block-image>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c26cc5\" data-block=\"c26cc5\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Address 4 key deal risks to drive revenue predictability<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>There are <\/strong><strong><em>hundreds<\/em><\/strong><strong> of unique deal signals inside and<\/strong><strong><em> <\/em><\/strong><strong>outside your CRM that you can analyze to detect threats inside deals<\/strong>. <strong>We uncovered those signals and what you can do about them.<\/strong>\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c3fc46\" data-block=\"c3fc46\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">1. When legal is involved, there\u2019s a 2.6x lift in wins<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nReps often leave their buyer\u2019s legal department out in the cold for fear that lawyers will slow the sales cycle or scuttle the deal altogether.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nBut we found that when legal is involved in the advanced stages of a deal, the win rate is 2.6x higher than when they&#8217;re not involved:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1084px, 100px)\" block-id=\"a9d2c3\" data-block=\"a9d2c3\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1084 \\\/ 846\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_4.png\" alt=\"\" :width='1084' :height='846' ratio=\"1084x846\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhat does this mean for your forecast?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIf you\u2019re considering a late-stage deal in your forecast, double click into its data to validate that it&#8217;s truly a committed deal.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIf legal isn\u2019t involved yet, the buyer may not be as serious as you think&#8230; especially if your organization focuses on enterprise deals, where legal is almost certainly involved before anyone signs.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"cf3127\" data-block=\"cf3127\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">2. Don\u2019t let \u2018scheduling meetings\u2019 undermine your email velocity stats<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nYou see that your reps\u2019 email velocity is high across your pipeline and it looks like buyers are engaged. That\u2019s great!\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n\u2026 Or is it? The <em>content<\/em> in those emails matters as much as their velocity.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIf reps and buyers exchange too many emails about scheduling, for example, especially late in a deal, it\u2019s bad news. If it takes a ton of effort to get a meeting on the books, that might indicate a buyer\u2019s dwindling interest in the deal.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAccording to our data, if more than 50% of late-stage emails focus on meeting schedules, the win rate drops by 50%:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1240px, 100px)\" block-id=\"b73782\" data-block=\"b73782\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1240 \\\/ 804\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_5.png\" alt=\"\" :width='1240' :height='804' ratio=\"1240x804\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nTrack and address low-velocity email when you see it in late-stage deals. But don\u2019t stop there.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen you see deals with a <em>high<\/em> email velocity, don&#8217;t assume everything\u2019s fine in the deal. Use revenue intelligence to dig a little deeper and ensure that your rep and the buyer haven\u2019t fallen into a scheduling abyss. When that happens, it could be a signal that buyers aren\u2019t as committed as you think. Double check that it&#8217;s truly a committed deal.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"f3ef02\" data-block=\"f3ef02\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">3. Next steps are critical to closed-won deals<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nSetting next steps in deals is <em>essential<\/em>.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAfter combing through 300+ deal signals related to deal health in nearly 30k calls, we can say definitively that reps who discuss next steps at any point in a deal have a 70% higher chance of closing than reps who don\u2019t:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(799px, 100px)\" block-id=\"fdf83f\" data-block=\"fdf83f\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"799 \\\/ 846\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_6.png\" alt=\"\" :width='799' :height='846' ratio=\"799x846\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWithout definitive next steps, deals can easily be forgotten and go stagnant. If that happens, there\u2019s a real risk the deal will die on the vine.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nNext steps drive deals toward the finish line and keep both buyers and sellers engaged in concrete actions. If you don\u2019t see next steps set in a deal, it might not belong in your forecast.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"fc906b\" data-block=\"fc906b\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">4. Pay attention to when the competition is discussed<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nKnowing when competitor discussions happen (or don\u2019t happen) is key to understanding whether you\u2019re heading toward a won or lost deal. Your forecast\u2019s accuracy depends on that level of insight.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>Early stage mentions<\/strong>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nNo one loves talking about the competition. But when they\u2019re discussed early on, it\u2019s a good thing. (Not so for late-stage mentions, but we\u2019ll get there in a minute.)\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nEarly mentions of the competition increase the odds of winning an enterprise deal by 32% over not discussing the competition:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1240px, 100px)\" block-id=\"c88555\" data-block=\"c88555\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1240 \\\/ 804\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_7.png\" alt=\"\" :width='1240' :height='804' ratio=\"1240x804\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWhen competitors are discussed early in the cycle, it&#8217;s a positive signal that the buyer has real intent to buy. Congrats! If they know other players in the space, they most likely are educated on your offering and understand the problem it solves.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAlternatively, if the competition isn\u2019t mentioned early on, that could be a sign that the buyer isn&#8217;t actually serious\u2026 and that the deal might not belong in your forecast just yet. Drill down to assess what\u2019s happening. If the competition wasn\u2019t mentioned, have the rep ask about the buyer\u2019s evaluation process. (Some reps use MEDDICC to ensure their pipeline is truly qualified.)\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nAs we hinted at earlier, the positive effects of an early competitor mention don\u2019t remain true throughout the deal cycle&#8230;\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>Late-stage mentions<\/strong>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIf competitors are mentioned in the late stages of a cycle, the deal is under threat and the odds of closing the deal decrease:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1240px, 100px)\" block-id=\"a1aaec\" data-block=\"a1aaec\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1240 \\\/ 804\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_8.png\" alt=\"\" :width='1240' :height='804' ratio=\"1240x804\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIf competitor discussions are still happening at this point in the deal, it\u2019s time for the rep to uncover the source of the uncertainty. Is it something the rep can control for?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nUntil you have an answer, the likelihood the deal will close is lower, and you should account for that in your forecast.\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"a89566\" data-block=\"a89566\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Supercharge your forecast accuracy with deal scoring<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>These four deal signals represent the true health of your pipeline. Without them, you can\u2019t pressure test your numbers or find and save deals at risk.<\/strong>\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nSo how do you get this level of visibility when even the <em>best<\/em> CRM-based forecasting processes don\u2019t highlight these deal signals? \u2026And when platforms that rely on messy CRM data or off-the-shelf AI models don\u2019t give you accurate deal insights?\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nOnly a revenue platform that\u2019s built on customer interaction data \u2014 and whose AI models are trained specifically for revenue teams \u2014 gives you the accuracy you need to inspect your pipeline, confidently call your number, and close more deals.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nGong Forecast\u2019s new <em>Deal Likelihood Score<\/em> is based on 300+ buying signals from inside 2.5 billion customer conversations captured on the Gong Platform. This new feature outlines your chance of winning each deal in your pipeline using a \u201cLow,\u201d \u201cMedium,\u201d or \u201cHigh\u201d rating, and includes an explanation of the factors that contributed to that score. It\u2019s information that\u2019s easy to understand and act on.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\n<strong>The predictive AI behind our Deal Likelihood Score is so precise, it\u2019s able to anticipate which deals in your forecast will close with 20% more accuracy than using CRM data alone (and with 22% more accuracy than reps\u2019 predictions):<\/strong>\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(985px, 100px)\" block-id=\"e0dccc\" data-block=\"e0dccc\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"985 \\\/ 816\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/Chart_9.png\" alt=\"\" :width='985' :height='816' ratio=\"985x816\"><\/div>\n<\/div>\n<\/block-image>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nIf you\u2019re only looking at your CRM or relying on reps, expect a lower level of accuracy than you\u2019d get with AI in predicting whether your committed deals will close.\n<\/p>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWith 300+ deal signals, including hundreds from outside your CRM, Gong\u2019s Deal Likelihood Score enables the forecast accuracy you need (<a href=\"https:\/\/www.gong.io\/forecast\/?utm_campaign=forecast&amp;utm_medium=social&amp;utm_source=linkedin&amp;utm_content=gong-labs-nov-2023\">see it in action here<\/a>).\n<\/p>\n\n<block-title class=\"Block TitleBlock is-h2\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"ffdfcc\" data-block=\"ffdfcc\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h2 Block-title TitleBlock-title\">Make confident predictions in any economy<\/h2>\n<\/div>\n<\/block-title>\n\n<p class=\"font-normal is-normalSize\" style=\"max-width:1240px\">\n\nWant to run reliable pipeline inspections and hit your forecast every time? Use Gong\u2019s guide to \u201cAchieving Revenue Predictability in Any Economy\u201d here:\n<\/p>\n\n<block-image class=\"Block ImageBlock align-center text-center mb-xSmall mt-none hide-\" style=\"max-width:max(1240px, 100px)\" block-id=\"c67b47\" data-block=\"c67b47\">\n\n<div class=\"Block-inner ImageBlock-inner\" slot=\"content\">\n<div class=\"radius- shadow- Block-image ImageBlock-image\"><img decoding=\"async\" loading=\"lazy\" class=\"image-contain\" :style='{\"aspect-ratio\":\"1240 \\\/ 282\"}' src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2023\/11\/GLCTA.png\" alt=\"\" :width='1240' :height='282' ratio=\"1240x282\"><\/div>\n<a href=\"https:\/\/www.gong.io\/resources\/guides\/achieve-revenue-predictability-with-ai-powered-forecasting\/?utm_campaign=guide-achieve-revenue-predictability-with-ai&amp;utm_medium=social&amp;utm_source=linkedin&amp;utm_content=gong-labs-nov-2023\" target=\"_blank\" class=\"Block-linkOverlay ImageBlock-linkOverlay\"><\/a>\n<\/div>\n<\/block-image>\n\n\n<\/div>\n<\/div>\n<\/block-post-body-content>\n\n\n<\/div>\n<\/div>\n<\/block-post-body>\n\n<block-post-aside class=\"Block PostAsideBlock\" block-id=\"e0cc1a\" data-block=\"e0cc1a\">\n\n<div class=\"Block-inner PostAsideBlock-inner\" slot=\"content\">\n<div class=\"Block-content PostAsideBlock-content\">\n<block-post-aside-signup class=\"Block PostAsideSignupBlock py-xSmall\" block-id=\"e863dc\" data-block=\"e863dc\">\n\n<div class=\"Block-inner PostAsideSignupBlock-inner\" slot=\"content\">\n<h2 class=\"font-inter Block-title PostAsideSignupBlock-title\"><strong>See the magic of Gong in action<\/strong><\/h2><div class=\"Block-content PostAsideSignupBlock-content\">\n<block-marketo :use-asterisks='false' :use-styles='false' redirect-url=\"\" button-color=\"violet\" button-label=\"\" ga-instance-label=\"\" chilipiper-router=\"\" form-values=\"\" consent-to-processing-text=\"\" consent-to-processing-usa-text=\"\" :has-chilipiper-typ='false' base-url=\"\/\/hitthe.gong.io\" munchkin-id=\"185-VCR-682\" :form-id='1050' class=\"Block MarketoBlock has- align-center color-default button-violet\" style=\"max-width:400px;--block-button-color:var(--color-violet)\" block-id=\"df17ae\" data-block=\"df17ae\">\n\n<div class=\"Block-inner MarketoBlock-inner\" slot=\"content\">\n<div class=\"Block-content MarketoBlock-content\">\n<block-title class=\"Block TitleBlock text-center is-h4\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"f34d12\" data-block=\"f34d12\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h4 Block-title TitleBlock-title\">Thank you for your submission.<\/h2>\n<\/div>\n<\/block-title>\n\n\n<\/div>\n<\/div>\n<\/block-marketo>\n\n\n<\/div>\n<\/div>\n<\/block-post-aside-signup>\n\n\n<\/div>\n<\/div>\n<\/block-post-aside>\n\n<block-post-footer class=\"Block PostFooterBlock\" block-id=\"ba6441\" data-block=\"ba6441\">\n\n<div class=\"Block-wrap PostFooterBlock-wrap\" slot=\"content\">\n<div class=\"Block-content PostFooterBlock-content\">\n<block-title class=\"Block TitleBlock text-center is-h4\" style=\"max-width:1240px;--block-icon-size:32px\" block-id=\"c780d0\" data-block=\"c780d0\">\n\n<div class=\"Block-inner TitleBlock-inner\" slot=\"content\">\n<div class=\"ratio-1x1 Block-icon TitleBlock-icon\"><\/div>\n\n\n<h2 class=\"my-0 h4 font-inter Block-title TitleBlock-title\">Related articles<\/h2>\n<\/div>\n<\/block-title>\n\n<block-post-related :equalize-heights='[\".PostRelatedBlock-content &#62; .Block &#62; .Block-inner &#62; .PostBlock-post article\"]' class=\"Block PostRelatedBlock\" block-id=\"f7e778\" data-block=\"f7e778\">\n\n<div class=\"Block-inner PostRelatedBlock-inner\" slot=\"content\">\n<div class=\"Block-content PostRelatedBlock-content\">\n<block-post class=\"Block PostBlock\" block-id=\"c9f837\" data-block=\"c9f837\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-54270\" class=\"TheEdgeResourceTeaser post-54270 patterns-lab type-patterns-lab status-publish has-post-thumbnail hentry category-sales-strategies category-aes tag-sales-calls tag-sales-strategies tag-sales-tips-and-techniques\">\n\t<a class=\"LabTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/resources\/labs\/should-you-leave-voicemails-when-cold-calling-heres-what-the-data-says\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"718\" height=\"442\" src=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/08\/Gong-Labs-x-30MPC-Article-4_header.png\" class=\"image-cover wp-post-image\" alt=\"\" srcset=\"https:\/\/www.gong.io\/wp-content\/uploads\/2024\/08\/Gong-Labs-x-30MPC-Article-4_header.png 718w, https:\/\/www.gong.io\/wp-content\/uploads\/2024\/08\/Gong-Labs-x-30MPC-Article-4_header-300x185.png 300w\" sizes=\"auto, (max-width: 718px) 100vw, 718px\" \/>\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tAug 8, 2024\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\tShould you leave voicemails when cold calling? Here&#8217;s what the data says\t\t\t<\/h3>\n\t\t\t<ul class=\"TheEdgeResourceTeaser-categories\">\n\t\t\t\t<li><span>Sales Strategies<\/span><\/li><li><span>Selling Skills<\/span><\/li>\t\t\t<\/ul>\n\t\t<\/div>\n\t<\/a>\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n<block-post class=\"Block PostBlock\" block-id=\"a50ded\" data-block=\"a50ded\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-25244\" class=\"TheEdgeResourceTeaser post-25244 patterns-lab type-patterns-lab status-publish has-post-thumbnail hentry category-conversation-intelligence category-sales-strategies tag-cold-calling tag-sales-calls tag-sales-strategies\">\n\t<a class=\"LabTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/resources\/labs\/is-cold-calling-dead\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tMar 29, 2018\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\tThe truth about cold calling in today\u2019s sales environment\t\t\t<\/h3>\n\t\t\t<ul class=\"TheEdgeResourceTeaser-categories\">\n\t\t\t\t<li><span>Conversation Intelligence<\/span><\/li><li><span>Sales Strategies<\/span><\/li>\t\t\t<\/ul>\n\t\t<\/div>\n\t<\/a>\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n<block-post class=\"Block PostBlock\" block-id=\"a9256e\" data-block=\"a9256e\">\n\n<div class=\"Block-inner PostBlock-inner\" slot=\"content\">\n<div class=\"Block-post PostBlock-post\"><article id=\"post-25270\" class=\"TheEdgeResourceTeaser post-25270 patterns-lab type-patterns-lab status-publish has-post-thumbnail hentry category-conversation-intelligence category-sales-strategies tag-sales-tips-and-techniques\">\n\t<a class=\"LabTeaser-link Teaser-link TheEdgeResourceTeaser-link\"\n\t\thref=\"https:\/\/www.gong.io\/resources\/labs\/this-simple-word-will-turn-your-deal-into-a-nightmare\/\" rel=\"bookmark\">\n\t\t<div class=\"TheEdgeResourceTeaser-image\">\n\t\t\t<div class=\"TheEdgeResourceTeaser-thumbnail Teaser-thumbnail\">\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-date\">\n\t\t\t\t\t\tNov 12, 2018\t\t<\/div>\n\t\t<div class=\"TheEdgeResourceTeaser-content\">\n\t\t\t<h3 class=\"h7 font-inter mb-xSmall\">\n\t\t\t\tHow one simple word can derail your sales deal\t\t\t<\/h3>\n\t\t\t<ul class=\"TheEdgeResourceTeaser-categories\">\n\t\t\t\t<li><span>Conversation Intelligence<\/span><\/li><li><span>Sales Strategies<\/span><\/li>\t\t\t<\/ul>\n\t\t<\/div>\n\t<\/a>\n<\/article>\n<\/div>\n<\/div>\n<\/block-post>\n\n\n<\/div>\n<\/div>\n<\/block-post-related>\n\n\n<\/div>\n<\/div>\n<\/block-post-footer>\n\n\n<\/div>\n<\/div>\n<\/block-post-template>\n\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":41,"featured_media":45269,"template":"","categories":[222,224],"tags":[71,216,253,241],"class_list":["post-45227","patterns-lab","type-patterns-lab","status-publish","has-post-thumbnail","hentry","category-sales-and-revenue-operations","category-sales-forecasting","tag-revenue-intelligence","tag-revenue-operations","tag-sales-forecasting","tag-sales-tips-and-techniques"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Improve Sales Forecast Accuracy with 4 Key Red Flags | Gong<\/title>\n<meta name=\"description\" content=\"Learn how to spot four critical red flags in your sales deals to significantly improve forecast accuracy and revenue predictability. 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