AMA: LinkedIn Director Sales Strategy and Operations, North America, LTS, Zeina Marcotte on Revenue Forecasting
November 6 @ 10:00AM PT
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
The AI landscape is evolving quickly. My team has seen real wins in three areas: automating data hygiene, surfacing insights from unstructured data, and reducing the time...
547 Views
1 request
How can I break down the forecast pipelines ($) on product level?
Currently our sellers give overall ARR inputs on opp level on CRM. We are finding it challenging to take it directly from CPQ quote lines due to multiple records for a single product (i.e. no hygiene on quote lines).
Using Salesforce for both CRM and CPQ
Any suggestions appreciated. Happy to connect via text/call. Thanks!
LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
In order to forecast at the product level, you’ll need historical bookings broken down by product and/or open pipeline data by product on opportunities in your CRM.Below ...
893 Views
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
Start by defining which data sources you really need for forecasting, then work to integrate them in one platform and map any necessary fields. At the simplest and most m...
431 Views
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
Short-term and long-term forecasting serve different purposes and require different rhythms. Short-Term Forecasting usually focuses on the current quarter outlook. It’s n...
429 Views
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
I’ll answer this question from a lens of long-range forecasting and planning. New product launches and market expansions require a different forecasting approach than you...
375 Views
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
I triangulate between a mix of forecasting methods to predict churn. At LinkedIn, one of our leaders created a metric called Renewal Incremental Growth (RIG) that looks a...
397 Views
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
The biggest forecasting challenge I faced occurred when market dynamics shifted suddenly. In the summer of 2022, we noticed customer behavior really changing. Interest ra...
371 Views
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LinkedIn Senior Director, Strategic Accounts - LMS Sales Operations • 5mo
Depending on roles and levels each stakeholder may have a slightly different need but at the end of the day the main message remains the same: Where do we expect to land?...
436 Views
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