Educational Webinar Replays
AI for Sales

This webinar series focused on the mechanics of managing the sales process, from data collection, to sales pipeline management, to sales analytics and the sales forecast.  It also describes how AI can help reducing the manual and administration effort performed by the sales reps and create a more accurate sales forecast.

The objective of using artificial intelligence for sales is too allow your sales team to spends less time managing the sales forecast and sales pipeline and more time WINNING!

There are 6 webinar replays in this series.  Each replay runs between 30 – 40 minutes.

How to Eliminate Sales Pipeline Junk with AI for Sales

This webinar focuses on the top reasons of an inaccurate Sales Pipeline and Forecast: 

  • Insufficient and inaccurate data
  • Lack of pipeline visibility and detail on opportunities.
  • No formal sales process
  • Biased opportunity ranking and forecast tainted by “happy ears” and “sandbagging”

This webinar will focus on how world-class companies in sales forecasting and pipeline management use Artificial Intelligence to:

  • Automated CRM Data Capture
  • Support Sales Process Guidance and Enforcement
  • Drive Forecasting and Pipeline Reviews

Ins and Outs of AI Based Sales Forecasting

The sales forecast is the linchpin of a company’s future.  If it is right and can be trusted the companies’ operations run smoother and it financial stability is secure.   Trusting “A” forecast is a process of looking at the forecast from many different perspectives and creating different forecasts from those perspectives to focus in on what is doable.  This webinar explains how AI can help and reviews:

  • Prerequisites of an AI driven sales forecast
  • How an AI forecasts works and what doesn’t
  • How to identify the key drivers of sales beyond 3, 4, 5x sales pipeline
  • How AI needs to be a “glass box” and not a “black box” to be trusted

Efficient and Effective Sales Rep Coaching

Millions of dollars are lost each year due to poor execution of sales 1:1s.  Think about it, you typically take your best sales reps, promote them to sales managers, hoping they will take their sales skills and clone them to their team, only to be disappointed.  This webinar will focus on the tools and techniques to empower your A-players turned managers to develop more A-players by:   

  • Removing sales rep/sales opportunity interrogation process and turning meetings into productive 1:1s
  • Running effective weekly sales forecast calls with nowhere to hide for the guilty
  • Keeping you eye on the key metrics for each sales rep
  • Letting the system do the tedious work rather than your sales reps and sales managers

Zero Prep Weekly Sales Forecast Calls & QBRs

All the process and all the technology in the world can not help a sales team if you don’t have systematic management processes in place as a catalyst to optimize results.  This webinar will focus on the management cycle, key weekly monthly and quarterly meetings and content to optimize results.  In this webinar we will focus on:   

  • Three things to focus on for effective sales forecast calls
  • Key metrics to present in QBR’s to succinctly present results from the previous quarter and forecasted outcomes for the current quarter
  • How 1:1s, weekly forecast calls and QBRs fit into your overall sales management
  • Key uses for predictive analytics for sales
  • How to leverage technology to require zero preparation by sales reps and sales management for weekly forecast calls and quarterly business reviews.
Interactive Sales Analytics to Guide Sales Performance

As your sales team grows you need to make sure your sales process continues to work, scales to to the increased volume, and is being followed.  Interactive analytics helps ensure everyone in your sales organization follows the right process and you are notified if things slip through the cracks.

  • Watch this webinar to discover how to put actionable sales information in the hands of the sales organization by measuring:
  • Opportunity and lead development
  • Historic measurement to confirm or refine your Ideal Customer Profile
  • Sales Funnel Efficiency
  • Comprehensive Win Rate
  • Peer to peer statistics

Interactive Sales Analytics For Sales Forecasting

Ultimately there is “A” sales forecast, but creating a forecast requires looking at sales from different perspectives: the sales rep commit; the quota; the category pipeline; staged pipeline, etc.  The analysis of all of these forecasts, combined with AI and management adjustments are used to arrive at  “A” sales forecast.  More importantly it is the process of looking at these different perspectives that create a better understanding of the knobs and levers that drive the sales results.

Watch this webinar to discover how use AI to understand the key drivers of sales results from different methods and measures, including:

  • Future Pipeline Contribution
  • Existing Pipeline Contribution
  • How key customer attributes contribute to the forecast
  • Different sales forecast approaches and how to reconcile them
  • Sales Performance Analytics


ROI Analysis:

Understand the ROI of AI for Sales Forecasting

Research conducted by Washington University found companies using AI for Sales Forecasting and Sales Pipeline Management were able to:

  • Handle 19% more opportunities per year
  • Make 58% more money per sale
  • Reduce sales cycle by up to 59%

SiriusDecisions Research:

Foundation of an Accurate Sales Forecast

SiriusDecisions Service Director, Dana Therrien, illustrates the foundation of an accurate sales forecast. Learn how artificial intelligence increases sales effectiveness and changes how sales teams operate on a daily basis.

Expert Webinar:

A Structured Approach to Driving Holistic Predictable Revenue

In this webinar we cover:

  • Top 3 challenges to deliver an accurate forecast
  • Examples of a well structured sales proocess
  • The building blocks and advanced capabilities that support an accurate forecast