Forecasting
Your forecast should be submitted every
What is week
Number of new LTL customers we need in 2026
What is 24
The only AI tool that can scrape LinkedIn
What is Co-Content
The phase indicating the problem is the prospect trying to solve
What is identify pain?
The person who was almost a priest
Who is Eric White?
Forecasts are powered by
What are Deals
The question you ask every parcel prospect?
What is do you ship any palletized freight via LTL?
What is 10?
The person at the organization that sales for us.
Who is the Champion?
The person who started a clothing brand
Who is: Garrett Wendleton
This stage represents 90% probability
What is Red Zone or Commit
The target spend for an LTL customer
What is $50K-$400K
The number of touches in a single day that increases a customers likelihood to reply.
What is 3
The person who ultimately signs off on a deal
Who is the economic buyer?
The person who skied in Keystone Colorado in their underwear
Who is Greg Unruh?
Used to indicate whether or not you should move a deal forward
What is buyer behavior
The LTL team response time to clients
What is 30 minutes or less
How quickly I should respond to new leads.
What is Under 5 minutes.
One of these three things is used to identify strong deals.
What is Clear Metrics or Known Buyer or Mapped Process?
The person who vomited over a bridge into a homeless camp while doing a run with the a high level executive.
Who is Brittanie Knezovich?
These three properties are used to calculate forecast math
What is Deal amount + Close Date + Stage
What NMFC stands for.
What is National Motor Freight Classification?
The 3 Marketing Focus Points for 2026
1. AI 2. Content/PR 3. Webinars/Events
MEDDPICC is defined as
What is
Metrics, Economic Buyer, Decision Process, Decision Criteria, Paper Process, Identify Pain, Champion, Competition
The person who was a boarding school teacher.
Who is Brent Barkin?