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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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Category Archives: Sales Leadership
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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Quick Tips: Pipeline Analytics for 1:1 Rep Coaching
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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Posted in Sales Leadership, Sales Management
Tagged coaching, Forecast accuracy, pipeline analytics, sales quotas
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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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Save the Date: Cloud9 Customer Summit 2010
If you attended last year’s Cloud9 Customer Summit you walked away loaded with information and best practices on how to maximize your investment in Cloud9. Now, in 2010, there’s even more compelling content in store. And if you are new …
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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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Quick Tips: Pipeline Analytics for Weekly Sales Meetings
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
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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Why Your Sales Pipeline Is Like the Stock Market
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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Posted in Sales Leadership
Tagged historical data, sales forecasting, sales pipelines, sales process
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Sales Pipeline Management: Moved Out Is The New Lost
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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