Monthly Archives: October 2010

The State of Pipeline Management & Sales Forecasting

Posted on October 29, 2010 by Jon Bock

SiriusDecisions and Cloud9 Analytics invite you to please complete our 2010 Sales Pipeline and Forecasting Survey. Your responses will be invaluable in determining pipeline and forecast management characteristics of best-in-class sales organizations. In exchange for your participation, SiriusDecisions will provide …
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Is Factoring Close Probability in Forecasting Important?

Posted on October 28, 2010 by Jon Bock

This question was recently asked on the Focus Expert Network. A lot of responses noted that “probability” itself may be a bit out-dated, and some focuses on the definition of “forecasting.” According to Swayne Hill, our CEO, it depends on …
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Quick Tips: Pipeline Analytics for 1:1 Rep Coaching

Posted on October 26, 2010 by Swayne Hill

We’ve found that best in class Sales Managers use 1:1 coaching sessions to review: Performance against targets Status of last week’s assignments Identify risks and behavior gaps Make new assignments with specific and time-bound deliverables Things to consider; you get …
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Quick Tips: Pipeline Analytics for Weekly Sales Meetings

Posted on October 19, 2010 by Swayne Hill

Running a weekly sales meeting isn’t always as smooth or efficient as it should be, but really there are only three questions you should be asking yourself, and those questions should yield actionable responses. In most cases, these questions aren’t …
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Terminology: Sales Forecasting

Posted on October 18, 2010 by Jon Bock

The short answer is that sales forecasts are estimates of what your business is going to be in the future. It’s the process of predicting sales for a company or individual. Forecasting tools can be leveraged to help companies fully …
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Presentation: Dynamic Sales Management

Posted on October 15, 2010 by Jon Bock

Swayne Hill recently gave a presentation on Dynamic Sales Process. In it, he discusses how a Dynamic Sales Management process will increase pipeline velocity and sales forecast accuracy resulting in, more revenue. Here you will see that he’s drawn attention …
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Why Your Sales Pipeline Is Like the Stock Market

Posted on October 13, 2010 by Denis Pombriant

Trading stocks is no game for the faint hearted or fools. I am no expert but even the proverbial blind horse can see that in this market especially, there are all sorts of factors that influence whether or not a …
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Sales Pipeline Management: Moved Out Is The New Lost

Posted on October 12, 2010 by David Belovee

Sales leaders typically pay close attention to deals that their reps mark “lost.” This makes perfect sense. Generating leads and spending precious sales resources nurturing them, only to lose them weeks or months later, is painful. Sales managers will often …
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Key Points from The Revenue Velocity Forum

Posted on October 8, 2010 by Jon Bock

Revenue Velocity Forum this Wednesday was full of great content and conversation. Each of our speakers offered great research, case studies, tips and advice on how to increase your revenue velocity. Here are some key points that were covered by …
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