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The Cloud9 Analytics Sales Effectiveness Blog Covers–Pipeline Management, Velocity, Performance Management, Forecast Accuracy, CRM, Social CRM, Sales 2.0, BI and Analytics.
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Cloud9 is SaaS Performance Management for the front office, or simply, Sales Analytics that help you effectively manage your pipeline, and increase pipeline velocity and forecast accuracy.
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Author Archives: Barbra Gago
The State of Pipeline Management & Sales Forecasting
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?
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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How Does Your Sales Funnel Compare?
Craig Rosenberg and Sarah Miller of Focus Expert Network recently pulled 14 sales and marketing leaders together to create the first ever “book of funnels” or The Sales and Marketing Pipeline and Funnel Models book. The goal was to share …
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Morphing Regular Marketers into Revenue Marketers
**Note: While we generally discuss Sales specific topics, I recently attended the Marketo User Summit, and feel compelled to share my insights because I think it’s relevant to all audiences. Marketing automation is growing a space, and as the methodologies …
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Posted in Sales Leadership
Tagged content, events, lead nurturing, marketing, marketo, process, Revenue Marketer, sales, sales and marketing alignment
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Terminology: Sales Forecasting
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
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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Terminology: Lead Nurturing
Lead nurturing tends to be a part of the sales process that marketing owns, and while that is generally the case, I think it’s also a balancing act between sales and marketing. Since social media has opened up the doors …
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Posted in Sales & Prospecting, Sales Leadership
Tagged best practices, lead nurturing, sales leads, sales-ready, selling cycle
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Key Points from The Revenue Velocity Forum
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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Before Predictability You Need Accuracy
There are many sales forecasting applications out there, but as our CEO so eloquently put it yesterday, the problem is that “you can forecast your way all the way to failure.” The key to true predictability is better pipeline management …
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Terminology: Sales Buyer Persona
While persona development is traditionally placed in the lap of the marketing department, it’s becoming more obvious that Sales needs to not only be crystal clear about who their buyer personas are, but also how to define them and how …
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Posted in Sales & Prospecting, Sales Leadership
Tagged buyer personas, buying cycle, marketing, sales, sales process
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