Clik here to view.
7 Insights You Should Be Getting From Your Salesforce Data
Analytics aren’t just simply numbers to collect and throw on a PowerPoint deck anymore. They’re your competitive advantage. Tech Republic believes acting quickly on operational data often results in...
View ArticleClik here to view.
3 Fresh Perspectives On Your Sales Cycle
The sales cycle is one of the most important metrics sales managers should track with Salesforce data. The easiest to estimate and most commonly viewed version of the sales cycle is the average number...
View ArticleClik here to view.
What is your average sales cycle?
One thing I love asking sales leaders is “Do you know how long your sales cycle is?” The exchange usually goes something like this: “How long is your sales cycle? Do you know?” “Oh sure, it’s...
View ArticleClik here to view.
3 Steps to Build an Opportunities Dashboard
In a data-driven culture you are held accountable for the results you produce. For a VP of Sales this means guiding your team to the monthly quota. Leads are important for building up your team’s sales...
View ArticleClik here to view.
Improve Your Sales Team’s Efficiency with Marketing’s Lead Sources
Modern marketing preaches the ability to measure what’s working on your company’s website, and what’s not. Tracking where leads come from – like LinkedIn, Facebook, or Google AdWords – is easier than...
View ArticleClik here to view.
Metric Monday: Track Your Daily Bookings Goal
Welcome to Metric Monday, our weekly series detailing the critical metrics you need to track and understand to become a metric driven sales leader. Today’s Metric: Month-to-Date Bookings Goal The...
View ArticleClik here to view.
3 Red Flags You Should be Raising in Your Staffing Data
Over the weekend, an acquaintance called me. This was weird, since this particular person has never, ever called me (our relationship had strictly been text-only). This was red flag number one. “Hey,...
View ArticleClik here to view.
Timing is Everything – How to Manage Close Dates in Salesforce
Sales is based on close dates. Anyone who’s ever had to face a demanding sales manager or VP knows the three questions they’ll have to answer: “Who’s the customer?”, “What’s the deal size?” and “When’s...
View ArticleClik here to view.
5 Key Traits of the Data-Driven Sales Manager
We recently came across one of our favorite blog posts in a long time, courtesy of Thomas Redman and the Harvard Business Review. The post – titled “Are you Data Driven? Take a Hard Look in the Mirror”...
View ArticleClik here to view.
Sales Forecasting Methods: What Sales Forecast KILLERS to Avoid!
Even when applying the best sales forecasting methods in attempting to generate accurate, predictable revenue, Sales VPs must be wary of red herrings, false alarms and misleading data. These sales...
View ArticleClik here to view.
Sales Cycle Management: Why is your Sales Cycle Increasing?
“Time kills all deals” is a mantra that is oft-repeated in the sales world. Sales managers and their sales reps are constantly striving to shorten their sales cycle, for each individual employee as...
View ArticleClik here to view.
Predictive vs. Prescriptive Sales Analytics
You know all about sales analytics and how it can benefit your business. You have read studies describing how analytics separates winners from average performers. You know that Big Data might not be...
View ArticleClik here to view.
The A-B-C’s of Sales Analytics and Marketing Metrics
For relative newcomers to sales analytics and marketing metrics, the whole endeavor might seem overwhelming. That first deep dive into your data might leave you gasping for air, as you try to make...
View ArticleClik here to view.
Increasing Sales Cycle? What it means for Sales Pipeline Management
Everyone knows that the general sales landscape is changing, but a recent survey offers one very specific way that the sales process is evolving — it’s getting longer. According to a survey carried out...
View ArticleClik here to view.
Don’t Call it a Comeback! – Sales Tips to Turn Q4 Around
In 2004, the Boston Red Sox were down 3 games to zero against the New York Yankees in the best-of-seven American League Championship Series, left for dead by critics and their fans alike. They would go...
View ArticleClik here to view.
Sales Cycle Management: Find Stalled Opportunities Sooner!
As an experienced sales manager, you know that time kills all deals. However, short of hopping into your Delorean to turn back time, there’s not much you can do – as they say in professional sports,...
View ArticleClik here to view.
Shortening Your Sales Cycle: First Steps
Most sales reps have heard their sales managers make requests like, “Just shorten your sales cycle. Thanks!” Since there is no specific action item attached, reps are left to figure out what shortening...
View ArticleClik here to view.
27 New Years Resolutions for Sales VPs
Don’t worry, we won’t make you hit the gym. Every Sales VP should make a list of Sales resolutions for 2014 to make them better at their job, and to give their managers and reps the tools to make them...
View Article
