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Forecasting Criteria Worksheet

Download the Forecasting Criteria Worksheet. Key Benefits: Takes the emotion out of forecasting. Guides board, CEO, and CFO on types of questions to ask about each deal. Aligns everyone on what it really means when a deal is in a particular forecast category. Fill out...

What Does World Class Pipeline and Forecasting Management Take?

Everyone knows that as a highly effective sales leader you should inspect the key leading and behavioral indicators of your team as a predictor of future sales success. What always amazes me is how many sales organizations just do the...

3 Big Forecasting Blunders

Nothing enrages a CEO more than completely missing the number last quarter and looking at amid-quarter forecast they don’t believe. One VP of Sales summed it up nicely: “After the miss last quarter, no one believes me and Ilost credibility.”...

Avoid Going from Hero to Goat Overnight Due to Poor Forecasting

Have you ever missed a quarterly revenue target for one of these reasons? A deal pushed from one quarter to the next. A deal that was supposed to close for big dollars closed for little dollars. A deal that was forecasted to close...

Case Study: Avoid Going from Hero to Goat Overnight Due to Poor Forecasting

Have you ever missed a quarterly revenue target for one of these reasons? A deal pushed from one quarter to the next. A deal that was supposed to close for big dollars closed for little dollars. A deal that was forecasted to close...

How Social Prospecting Helps Forecasting

It’s a topic that won’t go away. Marketing is not driving the quality sales leads the field needs. It is causing your pipeline to clog. Very few leads from marketing convert to accounts. You’re hearing it from your Sales Managers...

Why More Sales Leaders Are Harnessing the Power of Revenue Intelligence

This last year has presented innumerable challenges for sales professionals, but the greatest of them have centered around addressing the changing needs of buyers in a primarily digital environment. What may have worked for inside sales teams in the past...

How Market-Leading CROs Are Using AI to Outpace Their Competitors

Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to...

Using Data to Drive Sales Strategy & Execution

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives...

Newly Hired Sales Leader? Why You Must Get Your Sales Strategy Right

As a newly hired sales leader, it’s tempting to sit back and enjoy the honeymoon phase of the job. However, when the spotlight wears off, or rookie mistakes become less forgivable, it becomes a long road to make up any...
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