How Tom Parker, RevOps leader, transformed forecasting accuracy with trumpet’s Digital Sales Room

Accuracy in forecasting deal health and pipeline value is paramount in revenue operations. For Tom Parker, Founder, RevOps Consultant, and Fractional CRO, the quest for precision never ends. In 2024, Tom discovered his new secret weapon—trumpet —and it revolutionised his approach to sales forecasting.

Challenge

As a RevOps leader, Tom knew the importance of robust frameworks like MEDDPICC to guide his sales teams. MEDDPICC is a sales methodology that helps B2B sales representatives qualify leads and close deals. It’s an acronym for eight components that guide sales professionals through the sales cycle.

What does MEDDPICC stand for?

🔢 Metrics – Focuses on quantifiable indicators to make data-driven decisions. Have you quantified the value for the customer?
🧑 Economic buyer – Identifies the economic factors that influence the buyer's decision. Do you know the person who controls the budget?
🤝 Decision criteria – Determines the criteria that will be used to evaluate the deal. Are you aligned with how the buyer evaluates solutions?
📆 Decision process – Understands how the buyer makes decisions. Are you clear on the steps and timeline?
📜 Paper process – Manages the paperwork involved in the deal. Contracts, legal, and procurement—are you prepared for these steps?
🏹 Identified pain – Understands the buyer’s pain points. Have you truly uncovered the customer’s pain points?
🦹 Champion – Identifies the key decision-makers within the buyer’s organisation. Do you have someone advocating for you internally?
⚔️ Competition – Analyses the competitive environment. Which other competitors are being considered?

With tools like Gong, Tom could directly access MEDDPICC qualification scores and summarised notes. While these insights were valuable, something was still missing.

"What was missing? Data on the whole sales cycle—not just emails and calls," Tom explains.

Sales reps often bring their own biases, reporting overly optimistic projections—what Tom refers to as "happy ears"—which inflate the forecast by around 20%.

Solution

The missing link was trumpet’s Digital Sales Room (DSR). Tom describes it as the tool that finally provided a comprehensive view of the entire sales cycle—not just top-line data but deep user data.

With trumpet, he could now see:

• Who is looking at the deal and their role within the company
• What content they’re engaging with—or importantly, what they haven’t seen yet

"Has the FD even looked at the quote yet? Has the decision-maker checked out the business case or proposal and asked questions? Or is it just the champion (with no real influence) that is bought in?"

This level of detail was previously invisible to sales reps.

‍Implementation

‍Integrating trumpet into his forecasting stack, Tom immediately saw the benefits. Using the data from trumpet, he could challenge overly optimistic forecasts."I could have a rep saying they're forecasting a 90% win rate on a deal, and then look at the trumpet data and see that key decision-makers aren't even in the deal room where the proposal is located. Therefore, we know the deal isn't closing next week," he notes.

Trumpet’s DSR also offered an AI-powered engagement score that synced back to the CRM, providing an additional layer of insight into deal health."All of this wonderful data syncs back to CRM, as well as getting an AI-powered 'engagement score', which I take to mean 'how likely this deal is to close'," Tom explains.

‍Results

‍By combining MEDDPICC data from Gong with trumpet’s sales cycle data, Tom unlocked a new level of forecasting accuracy:

• Increased forecast accuracy – No more over-reliance on anecdotal feedback from reps. Real-time engagement metrics provided a factual basis for forecasting.
• Deeper insights – Understanding not just who is engaged, but who isn’t, allowed Tom to intervene proactively before deals stalled.
• Smarter decision-making – With data flowing seamlessly into the CRM, Tom’s team had a unified view of pipeline health, allowing for more strategic planning.

‍"When you combine your MEDDPICC data from Gong + the trumpet sales cycle data, you enter a whole new realm of forecast accuracy."

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Have a look through how insights and Pod analytics work here:

‍Final thoughts

‍For RevOps leaders like Tom Parker, having a complete view of the sales cycle is essential. Trumpet has enabled him to see beyond surface-level data, offering deep insights into buyer engagement that were previously hidden. It’s no longer about guesswork—it’s about data-driven decisions.With trumpet, Tom has added a critical tool to his forecasting stack, transforming how his team views deal health and pipeline value.If you’re looking to refine your forecasting accuracy, it’s time to consider the power of trumpet’s digital sales room.