Sales Forecasting System: How to Become Best-in-Class

Posted on October 17, 2017

By Jim Eberlin In Blog ,

Blog

What would a 11-13% increase in quota attainment, win rate and revenue plan attainment mean to your business? On a $10M quota for the sales team, this could mean $1.1M to $1.3M in more revenue. And what if you could achieve this without adding sales resources or spending more on marketing? 

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Gartner Market Guide: AI for Sales Forecasting & Sales Process Execution

Posted on August 30, 2017

By Amy Kohl In Blog ,

Blog

Artificial intelligence for sales forecasting builds trust and confidence. If you can trust what you see in the pipeline and that your pipeline is filling at the approporiate rate with qualified leads that fit your ideal customer profile, you can have confidence that you'll hit your number.   

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What Sales Forecasting & Jumbo Shrimp Have In Common

Posted on August 22, 2017

By Barry Trailer In Blog ,

Blog

Barry Trailer is the Research Principal and Co-Founder of CSO Insights.

The number 1 metric used to measure (and reward) the performance of sales managers is their teams making their number. 

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Sales Process... "Remarkably Absent in Day-to-Day Execution"

Posted on July 06, 2017

By Barry Trailer In Blog ,

Blog

Barry Trailer is the Research Principal and Co-Founder of CSO Insights.

Want a silver bullet to increased quota attainment? The magic pill to making your number year after year?
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The 4 Reasons We Invested In Predictive Sales Analytics

Posted on June 26, 2017

By Khristian Gutierrez In Blog ,

Blog, TopOPPS Collateral

Khristian Gutierrez is the Chief Business Development Officer at Passport located in Charlotte, North Carolina.

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What is Sales Pipeline Analytics?

Posted on June 21, 2017

By Jim Eberlin In Blog ,

Blog

Most sales leaders analyze their pipeline the same way they’ve done it for years - this is why sales is still a grind, forecasting is still a struggle, and there are still surprises and disappointments at the end of the sales period.

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Sales Pipeline Management for Frontline Managers

Posted on June 16, 2017

By Jim Eberlin In Blog ,

Blog

Frontline sales managers have to coach, manage, be engaged with and sell alongside the sales team. They need to understand the analytics of how a deal moves through the sales funnel to be more effective in coaching.

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Optimizing Sales Starts with Sales Process

Posted on June 14, 2017

By Jim Eberlin In Blog ,

Blog

One of the most valuable qualities in life is your ability to maximize the value of anything you buy, acquire, or are given. You have to know when you’re leaving money on the table, paying too much or not getting enough value out of something. 

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