Category: Whitepapers

Sales Forecasting & Pipeline Management Blueprint Series

Posted on January 31, 2011

High-performance sales organizations close 30% more forecasted deals than average performing sales organizations. This astounding sales team performance gap was surfaced by Jim Dickie, Managing Partner of CSO Insights after analyzing thousands of sales organizations over the last 17 years. Now that you know the facts, Cloud9 is here to help you transform your business into a high performing sales organization.

The Cloud9 Blueprint Series contains proven techniques to dramatically improve ineffective sales processes that can hinder sales organizations from achieving high-performance status. By working with more than 100 leading sales organizations – including such high-performance customers as Siemens, MySpace, Avaya, Dow Jones, and Beckman Coulter – we distilled their secrets to sales process success into the Cloud9 Blueprint Series that includes:

  • Forecast Calls
  • One-on-One Rep Coaching
  • Weekly Sales Meetings
  • Increase Win Rates

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Posted in Pipeline Analytics, Pipeline Velocity, RPM, Sales Forecasting, Sales Meetings, Sales Rep Coaching, Whitepapers, Win Rates

Best-in-Class Sales Organizations Blend Forecast Accuracy and Pipeline Velocity to Seal More Deals

Posted on January 31, 2011

Enterprise sales organizations are under increasing pressure, often both from internal and external stakeholders, to provide more accurate sales forecasts of top-line revenue in order to better predict, and improve, the long-term health of their company. To maintain a competitive position in the market, companies are turning to sales analytics solutions that provide an enterprise-wide data flow into the forecasting process, thus creating a more refined snapshot of future revenue and empowering more efficient, margin-driven sales activity as well as more pure selling time by the sales team itself.

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Posted in Pipeline Velocity, Sales Forecasting, Whitepapers

The Case For Modern Sales Forecasting

Posted on January 30, 2011

This Beagle Research white paper examines modern deal forecasting with an eye toward accuracy (getting the right answer) and precision (getting the right answer repeatedly).

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Posted in Pipeline Velocity, Sales Forecasting, Whitepapers, Win Rates

Sales Management Optimization: Key Trends – CSO Insights

Posted on January 29, 2011

“The primary goal of sales management is to create an environment where ordinary people can achieve outstanding results.”- CSO Insights Advisory Board Member

This couldn’t be more true, however a challenge to achieve in this tough economic environment. In a landmark new study, CSO Insights surveyed over 600 companies to better understand the challenges that first line sales managers are encountering, determine why those problems exist, and learn how companies are addressing those issues by effectively leveraging people, process, technology and knowledge.

Gain insight into:

  • How to navigate the sales pipeline and forecast management dilemma
  • The ideal sales manager hiring profile
  • Keys to effective sales manager training
  • How sales managers should be allocating their time most effectively
  • The right approach to sales management compensation

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Posted in Pipeline Analytics, Pipeline Velocity, Sales Forecasting, Whitepapers

Removing Uncertainty from Sales Forecasting – Beagle Research

Posted on January 28, 2011

Industry luminary and author Denis Pombriant of Beagle Research looks at the nature of uncertainty in sales forecasting and how organizations can benefit from a new class of performance management applications to help uncover risks and opportunities that CRM systems just can’t show.

Denis Pombriant, Beagle Research
This information-packed Viewpoint will change forever the way you look at forecasting strategies and why knowing where you are at risk in your forecast is incredibly empowering. Because when sales managers know where their risks and opportunities are, they know where they have to put their resources to meet their number.

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Posted in Sales Forecasting, Whitepapers

Performance Management Applications Turbocharge Time To Value for Sales Leaders

Posted on January 26, 2011

Excerpt: Recently, a conversation took place between a sales manager and a sales operations analyst at a large global enterprise. It went something like this:

Sales Manager: “I spend way too much time on reporting, can’t run a coherent sales meeting to save my life, and have no way to know if my forecast is accurate or not.”

Sales Operations: “There are some great BI tools out there that will let you build any sales report or dashboard. Some even come with customizable templates. Want to take a look?”

Sales Manager: “Did I also tell you I carry a quota? And have a team to manage? I don’t have time to become a BI expert!”

Sound familiar? While it’s true that Business Intelligence (BI) tools and platforms have gotten smarter in recent years, the end result is still the same: if you want a report or a dashboard, you have to become a BI expert. In sales, that just isn’t scalable.

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Posted in CRM Adoption, Sales 2.0, Sales Meetings, Sales Rep Coaching, Whitepapers

Change Analytics: The Key to Proactive Pipeline Management

Posted on January 25, 2011

Excerpt: While many companies continue to invest heavily in CRM, most don’t maximize the return on those investments. Sales pipeline management is one area where, with the proper approach, companies can drive incremental sales and margin growth. A recently conducted McKinsey survey of B2B sales executives indicated a potential for a revenue increase of between 2 percent and 10 percent through improved sales pipeline/funnel management.

There are two keys to achieving this growth. The first deals with developing an accurate sales forecast, based on actual opportunities in the pipeline, to identify any potential shortfall. The nature of that gap will help shape the required demand generation initiatives. Data captured in a systematic way can play an important role in ensuring that forecasts are accurate and that sales and marketing resources are deployed toward the right demand generation initiatives.

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Posted in CRM Adoption, Pipeline Analytics, Sales Forecasting, Whitepapers

We increased our close rates by 5%, resulting in $400k found money every three months.
Dave Fitzgerald,
EVP
Dave Fitzgerald,<br>EVP
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