Forecasting is a whole lot more than just turning in a number. Submitting a forecast number is the most obvious, visible part of the traditional forecasting process, but it’s really the most trivial. In fact, turning in a number is …
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Sales has always been largely an art, built on top of intuition and instinct developed through years of experience. During my career I’ve witnessed the advancement of CRM systems and had an inside view of the emergence of business intelligence, …
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MuleSoft, the provider of web middleware built on leading open source projects Mule ESB and Apache Tomcat, has selected Cloud9. The company joins a rapidly growing list of “who’s who” in leading-edge enterprises that have deployed Cloud9 sales forecasting and pipeline management …
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Are your forecasts accurate? Latest research from CSO Insights notes that only 44% of forecasted deals are won, and much of what’s left never closes at all. To many of you, a “perfect forecast” is a pipe dream, but guess …
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Pipeline Velocity is a good framework to measure overall pipeline value and can also be used to get a general picture of the health of your business. Dig into each of the drivers to uncover potential issues and do more …
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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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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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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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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 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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