collibra-office

Collibra Leverages Artificial Intelligence to Manage & Hit Quarterly Numbers

Authored by Erica Boccard on August 8, 2017

Collibra’s sales operations team faces many challenges that most fast-paced sales organizations experience every sales period. Led by Erica Boccard in their New York office, Collibra needed predictability in their sales outcomes, more effective sales meetings and better visibility in sales rep’s pipelines. Being a Data Governance Company, Collibra knew they could only be as effective as their CRM data, or as Erica puts it, “we needed to build enough trust in the data to where it unlocks its full potential to drive competitive advantage for our sales team”. Now, a customer of TopOPPS, Collibra is leveraging artificial intelligence to help her sales team become more effective and predictable.

TopOPPS has become the go-to interface to get actionable data into Collibra’s CRM. Sales reps are accessing and updating their deals in a variety of ways now - but their admin time is dramatically reduced by information automatically flowing into the CRM from their email, calendar, phone and historical data. “Before we were just hoping sales reps would update their deals a few times a week in the CRM - and typically, they would update things after management would produce important forecast reports. Now we are getting opportunity information in real time, and the reps really enjoy the insights from TopOPPS on which deals to commit and pay attention to.”

The sales leaders Erica’s team supports have quickly found the value in the TopOPPS forecast, who previously struggled to identify changes in their sales forecast spreadsheets, i.e. decreases in deal amounts, multiple small deals pushing,  or large deals slipping, etc. Erica explains this in detail, “With TopOPPS, they too have a clean visual display of all of the key deals we need to discuss during forecast calls. We can easily switch from one Manager to another.  Commits are added to the sales forecast by each Regional Manager and roll-up to the CRO’s number. This is then displayed alongside TopOPPS predictive number which can help them to be more accurate with their expectations.” Managers really rely on TopOPPS to validate the reality of a deal closing and send signals when a committed deal is in trouble or should be changed.

“Along with weekly forecast calls, our QBRs have also taken a one-eighty. Previously it was difficult to stick to a productive agenda, track progress and stick to the allotted time, we now run our QBRs on a tight schedule focused on the right deals and metrics that drive the quarter’s performance. This has allowed our sales team to become more focused on winning sales and improving performance with accurate analytics, instead of wasting their time on the wrong opportunities.”

Erica’s team is implementing MEDDIC sales methodology into their process through TopOPPS, and said “we will leverage TopOPPS to enforce this methodology into our process and to ensure successful rep adoption. TopOPPS has been one of the easiest and well adopted solutions by our sales reps to date.”

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

January 25, 2019

AI for Sales - In the Marketing Funnel

The topic of artificial intelligence [AI] for Marketing covers many different areas including content delivery, content generation, social media, personalizing emails, attribution, and optimizing lead gen, just to name a few.  This blog focuses on applying AI in the marketing funnel for optimizing lead gen and marketing attribution[MTA].  ...

Artificial Intelligence, AI, Marketing Funnel, AI for Sales, Sales Tools

January 9, 2019

AI for Sales - AI/Machine Learning Primer for Sales

I had planned my blog “AI for Sales - In the Marketing Funnel” to be posted  before now.  It was a challenge writing it because I had to include terminology and background in Artificial Intelligence (AI), Machine Learning (ML), and Advanced Analytics, to set the right perspective. This blog takes on the task of trying to level set around terms and characteristics of Artificial Intelligence(AI) and Machine Learning(ML).  My next blog, [in two weeks] will discuss the AI for the marketing funnel. ...

AI, Artificial Intelligence, Sales Tools

December 5, 2018

Independent Research Validates TopOPPS Benefits for Sales Enablement

ST. LOUIS, Dec. 5, 2018 /PRNewswire/ -- Independent Research conducted by Washington University in St. Louis CELectteam found customers using TopOPPS AI for Sales Forecasting and Pipeline Management were able to: ...

Artificial Intelligence, TopOPPS Users, Sales Forecasts, Sales Pipeline Management

October 25, 2018

Artificial Intelligence [AI] For Sales Forecasting*

When you hear the phrase “AI for sales forecasting” it feels like the solution is an algorithm to predict “the sales number”.   This is only partially correct. While the ultimate goal is an accurate sales forecast, AI for sales forecasting requires artificial intelligence to be infused throughout the entire sales process. ...

sales forecasting, Sales Predicability, Sales Pipelines, Artificial Intelligence, AI

September 13, 2018

TopOPPS Positions for Growth, Adds Chris Cabrera to the TopOPPS Board

The TopOPPS team and CEO Jim Eberlin are thrilled to announce that Christopher W. Cabrera, founder and CEO of cloud-based sales performance management software provider Xactly,  has joined the TopOPPS Board of Directors. Christopher is a seasoned executive with senior management experience at both early-stage and public companies where he has managed sales, marketing, operations, and business development. ...

Press

August 29, 2018

Pipeline Management Strategy for More Wins

Mark Kosoglow and Jim Eberlin teamed up to present a how-to webinar called Work Your Deals, Not Your CRM to show sales leaders how to eliminate the burden of CRM compliance on reps so they can reinstate the strategic (and fun) part of selling! This article summarizes the necessary steps discussed on the webinar. ...

Blog

July 19, 2018

TopOPPS Scores as a High Performer in the G2Crowd Summer 2018 Reports

TopOPPS is excited to announce our position as a top performer in the Sales Analytics Software category in the G2Crowd Summer 2018 Grid Report. TopOPPS is a leading software platform that provides sales teams and leaders effective tools to improve performance, validate pipeline and increase forecast accuracy. ...

G2 Crowd, Press, Blog

June 28, 2018

Buyer Team Tracking: ZoomInfo Integration

ZoomInfo and TopOPPS partner to solve pipeline data's biggest challenge  Now sales teams can automatically capture contacts on opportunities for all members of the buying team, ensure sales reps are calling the right titles in their deals, and determine which campaigns are producing the best leads for the sales team to close. The time has come for Sales + Marketing to finally align! ...

Blog, Press