Pipeline velocity is an important sales and marketing metric that is often overlooked. Knowing the details of your pipeline velocity can help you with better forecast accuracy because it measures the rate of change in your pipe, giving you a …
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CSO Insights recently conducted a study that resulted in some startling facts. Forecasted win rates are at an all-time low–only 44.8% of deals are won, reps aren’t making their quotas–only 51.5% do, resulting in a mere 78.5% of plan attainment …
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In his recent post, and last week’s “This Week in the Rear View Mirror” (a weekly interactive series) Chris Bucholtz talked a lot about the importance of analytics for CRM, especially when arguing that CRM or Social CRM are good …
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In sales, there’s no such thing as secret formulas. Closing deals is hard, persistent work. But top performing sales leaders, like Dave Fitzgerald, EVP at Brainshark, has one thing you don’t have: knowledge. When he and his team at Brainshark, …
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We recently partnered with the Sales Management Association, a leading professional organization for sales operations practitioners, to present a “state-of-the-profession” Webcast. Based on a survey of hundreds of sales operations professionals conducted by the Sales Management Association, three major themes …
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