Category Archives: Sales Operations

Don Tyler

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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David Belovee

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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Barbra Gago

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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David Belovee

What Kind of Analytics Solution Do You Need?

Choosing an add-on analytics solution can be a challenge. There are a lot of options. The matrix below splits out a number of options base on two dimensions: whether or not you need a data warehouse to get the reports …
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Barbra Gago

Coming Soon: Revenue Velocity Forum

The Revenue Velocity Forum, happening this October, is an exciting thought leadership event, brought to you by Cloud9 Analytics, CSO Insights, Marketo and Sales Performance International. It’s designed especially to help sales, sales operations, and marketing leaders pump up your …
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Barbra Gago

Sales Management 2.0: Optimizing Sales Performance

In the recent study, Sales Management Optimization, CSO Insights found that most Sales Managers know what to do, but they are having a hard time performing. The study gathered data on over 100 metrics to try and identify sales management …
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Barbra Gago

Terminology: Performance Management (for the Front Office)

Performance management, in the traditional sense, are activities (generally enabled by technology) to ensure consistency, optimization and goals are happening effectively. It’s something that can focus on groups, organizations, departments or employees, and manages behavior and results.

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Barbra Gago

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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Barbra Gago

New Best Practices for CRM

Jill Dyché, partner and co-founder of Baseline Consulting, performs advisory services in customer and data strategy delivery,  recently published an article in Baseline Magazine preparing people for the next wave of CRM. Learning from the mistakes of our past, Jill …
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Barbra Gago

Forecasting Clouds: CRM Experts in Their Own Words

Chris Bucholtz of Forecasting Clouds Interviewed our very own Karen Steele at the CRM Evolution Event a couple of weeks ago. In this clip Karen talks about avoiding the hazards of inflexible sales forecasting, how Cloud9 can help you optimize …
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