Monthly Archives: August 2010

Terminology: Pipeline Velocity

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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Posted in: Pipeline Management
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5 Tips to Improve Forecast Accuracy

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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Posted in: Sales Forecasting
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Analytics are Vital to CRM Success

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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Posted in: Sales Performance
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Top Performing Sales Leaders Don’t Have Secrets, They Have Knowledge

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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Posted in: Sales Management, Sales Performance
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3 Secrets to Sales Operations Mastery

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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Posted in: Sales Management, Sales Performance
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