Diagnosing a Deal with Activity Volume
In this video Seth Cahill and I break down how to use the Activity Volume data point to diagnose an opportunity.
Couple of the key take aways it covers:
Don't stop at the quantitative measurement of # of touches
Look at the result of activity (ie did they respond and in what way)
All activity is not created equally (meetings are better than email replies)
Activity source matters (outbound vs inbound)
Remember any data point is valuable, but the real insight comes from the combination of data points which create the total risk picture and define the key areas that need to be addressed in order to feel confident in your forecast.
