Tag Archives: pipeline management

Barbra Gago

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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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

Terminology: Sales Pipeline Management

In the context of sales management, pipeline management is the process of managing all aspects of the sales cycle (generally in conjunction with your CRM). Pipeline management is tracking (and hopefully proactively act on) the following; sales potential, lead flow, pipeline …
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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

3 Tips: Running a Successful Weekly Sales Meeting

1. Know where you are. In order to know if you are on track on or not, you need to know where you are in a given period against quota, forecast and plan. It’s ideal to have this information at …
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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

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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Don Tyler

Top Performing Sales Leaders Don’t Have Secrets, They Have Knowledge

In sales, there’s no such thing as secret formulas. Closing deals is hard, persistent work. But top performing sales leaders, like Dave Fitzgerald, EVP at Brainshark, has one thing you don’t have: knowledge. When he and his team at Brainshark, …
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Don Tyler

Are You Gambling On Your Forecast Accuracy?

Why isn’t this bigger news? Only 44% of sales forecasts come true. You might as well flip a coin or go to Vegas for better odds. This was one of the many revealing results in a new CSO Insights study just …
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