Term
Industry
Strategy
Content Type

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...

4 Metrics to Measure the Health of Your Sales Organization

With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue...

3 Steps to Drive More Return on Your Partner Marketing Investment

You Chose to Work With Channel Partners for a Reason At some point in your company’s evolution, you made the strategic decision to work with channel partners. Maybe these partners had better brand recognition. Perhaps you needed to scale without the...

Realigning KPIs During the Crisis: 10 Metrics That Matter

In the midst of the COVID-19 crisis, market leaders have been searching for answers on how to approach the challenge of not only protecting the existing revenue base but also and continuing to grow revenue. They are seeking ways to...

Accelerating Revenue by Improving the Sales Team’s Agility

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes...
1 2 3 17