January 26, 2018

Sales Pipeline Coverage… are we just humoring ourselves?

Jim Eberlin Comments are off
What’s your pipeline coverage?  We all feel good about 3x pipeline.  But what did you do to confirm the quality of that 3x pipeline?  Most sales leaders are burdened with spending a lot of time vetting opportunities with reps.  Considering all the other work that has to be done to
Blog, Guidebooks
December 1, 2017

The Sales Process Evaluation Guidebook: How to Create a Winning Sales Process Part2

Jackie Hayden Comments are off
Download this guidebook for a sales process evaluation with practical recommendations to help you identify the current state of your sales process, understand the areas in need of improvement, and take the necessary execution steps to positively impact revenue. With this evaluation you will learn how to: Formalize your sales
November 6, 2017

AI: The Science to Help the Art of Sales

Amy Kohl Comments are off
On-Demand Webinar with experienced sales leaders Steve Demarco & Jim Eberlin Originally Recorded on Wednesday, November 15th Learn how Artificial Intelligence provides the science to help the art of sales. Ever have that sinking feeling when asked “What number are you going to hit this quarter?” Especially when asked by
Webinars & events
October 17, 2017

Guidebook: How to Become Best-in-Class Sales Forecasting System

Jim Eberlin Comments are off
  What would a 11-13% increase in quota attainment, win rate and revenue plan attainment mean to your business? On a $10M quota for the sales team, this could mean $1.1M to $1.3M in more revenue. And what if you could achieve this without adding sales resources or spending more on
September 19, 2017

“Sales Process or Die”Webinar with Barry Trailer (transcript)

Amy Kohl Comments are off
Most companies think of Sales Process and simply say “Yeah, we got that” while viewing it as a 3 step linear journey; we go from prospecting, to discovering, and ultimately closing the deal while delivering the numbers necessary for quota. Until recently, the way to look at Sales Performance was
Analysts on TopOPPS, Webinars & events
September 18, 2017

Webinar: Sales Process or Die with Barry Trailer Blog

Amy Kohl Comments are off
Originally Recorded on Thursday, August 24th   IBM for decades was famous for its short and pithy mantra: THINK.  Apple made hay with its partially cheeky, partially pithy slogan: THINK DIFFERENT.  When it comes to sales process, what impact it has on overall performance, predictability, and personnel, here’s an updated bit of advice: THINK AGAIN.
Webinars & events
August 30, 2017

AI for Sales Forecasting and Sales Process Execution

Jim Eberlin Comments are off
Artificial Intelligence for sales forecasting builds trust and confidence.   If you can trust what you see in the pipeline and that your pipeline is filling at the appropriate rate with qualified leads that fit your ideal customer profile, you can have confidence that you’ll hit your number. AI for
August 22, 2017

What Sales Forecasting & Jumbo Shrimp Have In Common

Barry Trailer Comments are off
Barry Trailer is the Research Principal and Co-Founder of CSO Insights. The number 1 metric used to measure (and reward) the performance of sales managers is their teams making their number.  Number 5 on the list is forecast accuracy. No wonder “forecast accuracy” continues to be an oxymoron, that is, a contradiction