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More Recent Posts:
January 26, 2018
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
December 1, 2017
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
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
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
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
September 18, 2017
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.
August 30, 2017
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
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