Sales Leadership & Sales Operations

GUIDEBOOK:  The Complete Guide to QBRs: Guidebook & Slide Templates

This guidebook includes QBR Slide Templates for SDRs, AEs and Sales Leaders.  It includes access to metric definitions and applications, checklists, slide templates and presentation outlines for the entire sales team. 
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WEBINAR REPLAY: Zero Prep Weekly Sales Forecast Calls and QBRs

 

All the processes and technology can not help a sales team if you don’t have a systematic management process as a catalyst to optimize results.  This 30 minute webinar focused on the management cycle, key weekly monthly and quarterly meetings and content to optimize results.

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BLOG POST:  AI for Sales – Calculating the Sales Forecast

This blog post reviews three use cases for applying artificial intelligence to calculate the sales forecast.  

  • AI to forecast opportunities generated and closed in the same sales period
  • AI to assist in the generation of the category forecast
  • AI based weighted forecast [stage based]

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WHITE PAPER:  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 white paper.  Research we acquired at TopOPPS from Gartner, Aberdeen and CSO Insights 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.

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7 MINUTE VIDEO:  How to Fix Insufficient and Inaccurate Data in CRM

This 7 minute video covers:

  • Challenges trying to collect adequate information about each opportunity
  • How world class companies solve these challenges
  • Techniques for doing data collection as a by-product of sales rep activity

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SIRIUSDECISIONS:  Foundations of an Accurate Forecast

This guidebook covers how to master and optimize the four pillars of traditional sales forecasting.  SiriusDecisions’ Dana Therrien, illustrates the foundation of an accurate sales forecast as developed by the team at SiriusDecisions.  Learn how artificial intelligence changes how sales teams operate on a daily basis.

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