Forecasting & Pipeline Management Best Practices

Forecasting

• Intelligent Sales Forecasting: A New Approach to Predictive Pipeline Performance: Learn how Intelligent
  Forecasting – technology that extends the Salesforce platform with a new breed of business intelligence
  capabilities – is transforming modern enterprise sales organizations.
• Sales Forecasting & Pipeline Management Blueprint: This Blueprint distills best practices used by Cloud9 customers to dramatically improve forecast accuracy, sales coaching, and win rates.
• How Best-in-Class Companies Deliver Rock-Solid Forecasts: In this webinar Peter Ostrow, Research Director, Sales Effectiveness for Aberdeen Research, discusses how best-in-class companies leverage the past and visualize the future to drive greater forecast accuracy and predictability. Peter shares key insights from his recently published Sales Forecasting Benchmark Report.
• The Case for Modern Sales Forecasting: This Beagle Research paper discusses how information about history can help sales organizations consistently increase win rates.
• Removing Uncertainty from Sales Forecasting: Learn how a new class of performance management applications is uncovering risks that CRM systems simply can’t show in this paper from Denis Pombriant of Beagle Research.

Pipeline Management

• Managing Uncertainty, Risk and Opportunity in the Sales Pipeline: Hear Brainshark, a leading on-demand presentation technology provider, explain how visibility into pipeline risk and opportunity translated to $1.6M in additional revenue!
• In Search of the Perfect Sales Pipeline: How do you know if your sales pipeline is perfect? In a new study by SiriusDecisions - a leading sales and marketing effectiveness consulting firm - long-held assumptions regarding pipeline metrics actually decreased sales productivity.
• Accountability, Consistency and Performance in Sales Forecasting & Pipeline Management: Hear Stanley Black & Decker talk about how they are answering critical questions needed to better manage their pipeline using Cloud9 solutions.
• Intelligent Sales Forecasting: A New Approach to Predictive Pipeline Performance: Learn how Intelligent
  Forecasting – technology that extends the Salesforce platform with a new breed of business intelligence
  capabilities – is transforming modern enterprise sales organizations.

Sales Performance Management

• Performance Management Applications Turbocharge Time to Value for Sales Leaders: Read how new applications created specifically to improve sales performance are delivering actionable insights that cannot be gained from traditional systems in this article.
• Accountability, Consistency and Performance in Sales Forecasting & Pipeline Management: Hear Stanley Black & Decker talk about how they are using insights from Cloud9 solutions to better understand and improve sales performance.
• 5 Steps to Sales Process Improvement: Hear Sales Performance International describe how improving your process improves sales results, what elements need to be included in an effective sales process, and the five steps that you can take to establish an improved sales process in your own company.

Sales Management and Coaching

• Sales Management Optimization: Key Trends: Read CSO Insights’s guidance for navigating the sales pipeline and forecast management dilemma, hiring the right sales managers, and training sales managers effectively based on their survey of over 600 organizations.
• Boost Revenue with More Effective Sales Coaching: One of the most effective levers to increase sales performance and sales rep engagement is effective sales coaching. Hear from Schneider Electric how they are using Cloud9 to support a new sales methodology designed to boost sales performance.
• Sales Coaching Blueprint: Learn how organizations can use Cloud9 to improve coaching by having better insight into sales performance and into what opportunities are most at risk without proactive intervention.