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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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Tag Archives: sales process
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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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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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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Terminology: Sales Buyer Persona
While persona development is traditionally placed in the lap of the marketing department, it’s becoming more obvious that Sales needs to not only be crystal clear about who their buyer personas are, but also how to define them and how …
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Posted in Sales & Prospecting, Sales Leadership
Tagged buyer personas, buying cycle, marketing, sales, sales process
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Managing Change in Your Pipeline
At some point in a sales career, most sales people have experienced the fun of working in a rapidly expanding market. It’s fun because everyone, it seems, needs and wants your product. Sales cycles are short because the market is …
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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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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.
9 Sales 2.0 Experts You Should Follow
Here is a list of Sales 2.0 Experts you should be following. Each have over 10 year experience, and all have been recognized within the industry for innovative ideas and expertise of sales, and how to use 2.0 tools in …
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Terminology: Sales 2.0
Sales 2.0 is simply leveraging technology to be more efficient and ultimately more effective. Sales 2.0 allows for increased communication and collaboration (sales and marketing alignment starts to become inevitable) between the sales organization and others within the company (like …
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Posted in Sales & Prospecting, Sales Leadership, Sales Management
Tagged buyer 2.0, buying cycle, definitions, sales 2.0, sales process, selling, terms
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Jim Dickie on Sales Performance Management
Yesterday we hosted a webinar with Jim Dickie of CSO Insights as part of our Expert Webinar Series, called Winning the Second Half: Maximizing Sales Effectiveness and Forecast Accuracy. Jim shared some interesting insights gleaned from the 2010 Sales Performance …
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Posted in Sales Leadership, Sales Management, Sales Operations
Tagged CSO Insights, events, Jim Dickie, sales effectiveness, sales process, sales study
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