Predictive Deal Scoring - How to Win more Deals and Create Accurate Sales Forecasts

Is your sales team missing quota due to poor focus? Are your sales forecasts constantly inaccurate?  In this blog post we highlight how predictive deal scoring can help prioritize high-potential deals, identify warning signals and enhance forecasting accuracy.

What is predictive deal scoring?

Predictive deal scoring leverages data and predictive models to forecast the probability of success for individual sales opportunities. It enables sales teams to prioritize opportunities, allocate resources efficiently and make informed decisions to improve their win rates and overall sales performance.

It goes beyond traditional deal scoring by incorporating historical data, customer behavior patterns, and various predictive models to generate a probability or score indicating the likelihood of closing a deal successfully.

Deal scores can be used to prioritize deals and create accurate sales forecasts.

What are the key benefits of predictive deal scoring?

1. Enhanced forecasting accuracy

   By leveraging data and advanced analytics techniques, predictive deal scoring provides more accurate forecasts of deal outcomes compared to traditional methods, reducing guesswork and improving overall forecasting accuracy.

2. Better resource allocation

   Predictive deal scoring enables sales teams to allocate their time and resources more effectively by focusing on deals with higher probabilities of success. This improves efficiency and increases the likelihood of achieving sales targets.

3. Early risk detection

   Predictive models can identify potential risks or warning signs associated with a deal. This allows sales teams to take proactive measures to mitigate risks, address customer concerns or adjust their sales strategies accordingly.

4. Sales process optimization

   Predictive deal scoring can provide insights into the effectiveness of different sales activities and strategies. By analyzing historical data, organizations can identify best practices, refine their sales processes and make data-driven decisions to improve overall sales performance.

Dear Lucy’s predictive deal score

Dear Lucy’s deal score comprises of a vast amount of variables that deliver a score from 0-100. Each deal is analyzed in real-time leveraging your CRM data, like Salesforce, Microsoft Dynamics, Hubspot and Pipedrive.

Key variables having significant impact on deal outcomes consist of factors such as deal value and stage, customer engagement and engagement trends, opportunity lifetime and close date, sales rep performance, lead source, relationships and customer history and future interaction. Score variables and scoring models are customized for each client based on the sources and amount of data.

Deal scores can be used to prioritize and rank deals, focus resources on high-potential opportunities, and identify areas of concern or risk.

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Interested?

Dear Lucy offers powerful sales insights across sales solutions like Salesforce, Microsoft, HubSpot and Pipedrive. Book a session with our expert to learn more!

Salesforce and HubSpot - Integrated Sales and Marketing Insights

Are you missing a unified view to your sales and marketing funnel? In this blog post we highlight how integrated Salesforce and HubSpot insights can help you drive revenue growth.

Being able to track your performance across the sales and marketing funnel is key to successful revenue operations. Creating integrated sales and marketing insights involves aligning and leveraging data from both sales and marketing departments to gain a comprehensive understanding of the operations and drive business growth. 

Inconsistent sales and marketing operations

In many companies, sales and marketing teams are managed separately and they develop their own technology stacks according to their needs and preferences. This can result in inconsistent and siloed GTM operations and misalignment in goal setting, decision making and actions.

Siloed sales and marketing reports

Oftentimes, leveraging separate technologies in daily operations leads into siloed reporting. In order to get a unified view of the pipeline and revenue creation process, many companies end up working with spreadsheets. This is a highly laborious and error prone process of exporting sales and marketing data into spreadsheets for further processing and analysis, resulting in low efficiency, uninformed decision-making and lost focus.

Forbes Agency Council highlights shared goals and knowledge sharing and principal key factors for bridging the gap between their marketing and sales teams.

Integrated sales and marketing insights

Best performing GTM teams today leverage live, integrated insights for aligned goal-setting and unified performance reviews. Sales and marketing data is integrated, synthesized and analyzed automatically and presented on live insights across the sales and marketing funnel. This allows both teams to monitor progress, identify areas for improvement, and make data-driven decisions promptly.

Salesforce and HubSpot data combined into a unified funnel view

Dear Lucy offers powerful, aligned sales and marketing insights without the need of complex data projects. The platform automatically gathers data across HubSpot and Salesforce into one system and synthesis the data into real-time insights from marketing to sales.

Integrated sales and marketing insights

Shared source of Truth

Sharing powerful insights across top management and GTM teams adds transparency, predictability and engagement. With more informed decision making and timely actions companies can prevent revenue leakage and increase their growth rates significantly.

Read how we helped Apiture to create a unified and shared source of truth with integrated Salesforce and HubSpot dashboards.

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Interested?

Dear Lucy offers powerful sales insights across sales solutions like Salesforce, Microsoft, HubSpot and Pipedrive. Sign up for a trial to get instant access to your sales and marketing insights!

Accelerate your Sales Team’s Performance with Leaderboards

Sales leaderboards are a simple and easy way to introduce friendly competition, drive motivation and accelerate the sales performance across the company. Dear Lucy now enables you to display leaderboards with pictures to make them even more engaging and fun.

Fostering natural, friendly competition can fire up your sales team to exceed their goals. A sales leaderboard displays individual performance rankings and highlights the top performers, inspiring your team to strive for higher results.

Engage your team with highly visual sales dashboards

Dear Lucy leaderboards display live sales performance rankings from your chosen time periods like on a daily, monthly or yearly basis. Data is captured and refreshed automatically from your CRM solution, like Salesforce, HubSpot or Pipedrive. Instead of only showing numbers, you can spice up the competition by adding pictures for your sales team members. Whether you’d like to add headshots or fun avatars, up to your imagination!

Share Leaderboards on TV screens and right inside your CRM

Dear Lucy’s interactive sales dashboards are always available with your favourite device whether running a weekly meeting or a forecast call. Leaderboards are highly effective when displayed on a TV screen at the office or right inside your CRM. Any ambitious sales team member would like to be included in the best sellers list.

Engage the sales team by displaying live leaderboards right inside your CRM, like HubSpot or Salesforce.

Create a leaderboard in just minutes

When you have a Dear Lucy account, you can use our ready made leaderboards and get started in minutes. For more detailed information, please contact support@dearlucy.co.

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Interested?

Dear Lucy offers a wide range of sales and revenue insights and forecasting tools for Salesforce, HubSpot and Pipedrive. You can select your favourite KPIs and charts from the library of 300+ ready-made metrics, bring in custom fields from your CRM or have our team build metrics just for you.