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

IN THE NEWS: Xactly Acquires TopOPPS

Xactly and AI forecasting company TopOPPS set a new standard for data-driven decision making through out the Revenue lifecycle.


NEW BLOG POST: Best Practices For B2B Sales – Sales Analytics


This blog is a primer for sales analytics, it introduces key considerations and a framework for thinking about what to measure

GUIDEBOOK: How To Create A Winning Sales Process

Confusion kills the sales process.  Read this guidebook and use the Sales Process Rigor Workbook to analyze your sales process and optimize it for increased revenue growth.

GUIDEBOOK:  Defining Your Sales Milestones


If you can identify your sales milestones within your sales cycle, and then determine which ones are the most important you will be able to focus your business activities to support the accomplishment of those milestones.

BLOG SERIES: Best Practices for B2B Sales – Sales Management Process

This blog series introduces six best practices related to the sales management process including:  sales rep coaching, weekly forecast calls, monthly strategy review and quarterly business review.

WEBINAR REPLAY SERIES:  See the Possibilities

Our three webinar replays focus on key aspects of sales forecasting and sales pipeline management: