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.  


Optimizing Revenue

Listen to how successful sales leaders get that extra 10% to 15% out of their team.     
The panel will each tell their stories and highlight what’s important to achieve optimal sales performance.

NEW BLOG POST: Best Practices For B2B Sales – Pipeline/Opportunity Reviews


Sales pipeline and opportunity reviews are one of the most important meetings a sales manager can have with each member of his/her sales team.  This blog reviews content, cadence and tools to automate it and make it more consistent across the sales team

GUIDEBOOK SERIES: Based on Webinars From Forrester|SiriusDecisions


Check out this three guidebook series:

  • A Structured Approach to Drive Holistic Predictable Revenue
  • The Sales Production Plan – Setting Sales Leadership Up for Success
  • Driving AI Enabled Sales Productivity.

GUIDEBOOK: 6 Strategies to Build Your Sales Forecast


The most important thing for a sales leader is to hitting “the number”.  No matter what you do, it is usually a grind with a mad scramble at the end of the quarter to hit your number plus or minus 5%.

Review this research to understand it doesn’t have to be a painful process.


This blog series includes 8 blogs that review the application of AI and machine learning across the entire sales process. It dispels the notion of AI as a black box and describes the benefits and use and benefit of AI to define sales drivers when used as a glass box. It describes how AI can assist in decisions and free up sales rep time.

WEEKLY WEBINAR:  Transforming the Sales Process

Our weekly webinars are every Tuesday at 2:00 PM ET.  We have two different webinars highlighting different parts of transforming the sales process by becoming data driven on alternating weeks:

  • Managing the Gap to Make the Sales Forecast a Reality
  • Using Analytics to Drive Sales Performance