This is a monthly newsletter focusing on tools, techniques and best practices about Sales Leadership and Sales Operations designed to increase the accuracy of the sales pipeline, the sales forecast and to help win more deals.  

WEBINAR REPLAY:  A Structured Approach to Drive Holistic Predictable Revenue

Sales forecast accuracy is an indicator of the health of your sales process.  To increase sales forecast accuracy and create a healthy sales process this webinar covers:

  • Top 3 challenges to deliver an accurate sales forecast
  • Examples of a well structured sales management process
  • Building blocks and advanced capabilities to support the forecast

BLOG POST: Introduction to Best Practices for B2B Sales – Data Access

With all the advances in sales technology and analytics, you would expect sales teams to have all the data they need about each sales opportunity to accurately forecast sales.  However that isn’t the case.  This blog identifies the different types of data to be collected and reviews best practices related to collecting sales activity and interactions.


GUIDEBOOK: Sales Forecasting System:  How to Become Best-In-Class

The ROI for reaching a high level of sales forecast accuracy can be incredible if you follow the guidelines in this guidebook.  Research we acquired at TopOPPS from Gartner, Aberdeen, CSO Insights and SiriusDecsions shows that by applying these principles you can have an increase of 11% to 13% in quota attainment, forecasted win rates and revenue plan attainment.

SIRIUSDECISIONS RESEARCH BRIEF: Enabling Better Pipeline/Forecast Accuracy

The research outlines an approach to pipeline/forecasting management that focuses on the buyer’s decision process, and discusses how to change the dialog between first-line managers and reps to improve pipeline/forecasting accuracy and data quality.


G2 Crowd Names TopOPPS WInter 2020 Sales Analytics High Performer

TopOPPS scores High Performer position in the Sales Analytics Software category in G2Crowd for Winter 2020.  TopOPPS is a leading software platform that provides sales teams and sales leaderships the ability to improve performance, validate and manage the sales pipeline and increase forecast accuracy.


LIVE DEMO: Join Us for One of Our Weekly Demo’s

In 30 minutes see how AI for Sales can organize your sales processes, provide a sales forecast you can trust and empower your sales analytics to win more deals.  Webinars are weekly on Tuesdays at 2:00 PM ET.