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: Interactive Sales Analytics For Sales Forecasting

Watch this 30 minute webinar replay to discover how to understand key drivers of sales results from different methods and measurement including:

  • Existing and Future Sales Pipeline
  • Key prospect attributes that drive a higher close rate
  • Different sales forecast approaches and how to reconcile them

BLOG POST: The Emperor [CRM] Is Naked

Today’s CRM solutions fit into this category [Emperor is NAKED] because of the need to purchase and rationalize many different additional sales applications to streamline the sales process. This blog outlines 3 key points when planning your sales technology direction.


GUIDEBOOK: 6 Strategies to Building Your Sales Forecast


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

Review this research to understand it doesn’t have to be a painful process and how sales operations can enhance results.



WEBSITE REORGANIZATION: Check out the Resources Section of our Website for thought leadership on AI for Sales Forecasting and Sales Enablement

The resources are organized along 5 key themes to help you find what you are looking for:

  • Automated CRM Data Capture
  • Sales Pipeline and Process Management
  • Sales Forecasting
  • Sales Coaching
  • Sales Performance Management

ANALYST RESEARCH: Driving AI-Enabled Sales Productivity

This guidebook is based on a sales activity assessment and time productivity study on sales reps, SDRS, sales managers and sales operations conducted by SiriusDecisions. Updating the CRM system is categorized as non-core selling activities. This guidebook focuses on minimizing these activities to increase time for core selling.


CUSTOMER EXPERIENCE: Managing to Predictable Sales

…in the middle of a turnaround

This guidebook reviews four steps to turn around flat sales into a growth posture and how TopOPPS, driven by sales operations fit into those steps. [SPOILER ALERT: after six months they saw strong results with 200% YoY sales growth and a solid sales pipeline for the future.]