Tag Archives: forecasting

Barbra Gago

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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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

Terminology: Sales Analytics

Most people would refer to sales analytics as business analytics. Business analytics are determined by technologies, applications, or practices that allow for a historic view into past business performance to gain insight on current business performance, and to help predict …
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Barbra Gago

Q&A: Managing Uncertainty & Risk in Your Pipeline

What sales managers fear most, is what they don’t know.  Because there’s so much in the pipeline that’s unknown, sales forecasts are full of probabilities, sandbagging, and wishful thinking. But what if you could turn what’s unknown into opportunity, and …
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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

Denis Pombriant on CRM & Economics

Denis Pombriant of Beagle Research Group gave a fascinating keynote yesterday at CRM Evolution in New York. He started by warning everyone (I’m paraphrasing here) that what he said might “scare them away” but then he said, “not to worry, …
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