Category Archives: Pipelines and Forecasts

How was your sales team’s performance in Q1, and what does your pipeline look like over the next two quarters? If you made your Q1 sales target and have a robust qualified pipeline, congratulations. If you missed your plan and …

As we close out the first quarter of 2013 it’s likely that the entire senior leadership team is giving the sales pipeline a really close inspection. After all, the success or lack thereof in Q1 really sets the sales stage …

Big Data is a term that is getting a lot of press lately.  It refers to collections of large datasets that are difficult to manage using traditional data processing tools and applications. According to a recent study by IBM 90% …

2013 sales planning is under way with most of our clients and all them are keeping a keen eye on their sales pipeline as they enter Q4.  The reality is that their Q4 qualified pipeline will be a leading indicator …

Almost every sales leader and sales person I know complains about the traditional late summer slowdown in sales. Prospects are on vacation, school and sports schedules are changing, in most of the country it’s too hot to do things outdoors, …

Sales organizations of all sizes are under pressure from CEOs to provide more accurate top line sales forecasts.  Better forecasts mean a more accurate prediction of the future revenue health of the company.  To help improve the accuracy of sales …

After analyzing numerous sales pipelines for clients so far in 2012 we are seeing a trend has continued to gain strength over the last 8 quarters, and that trend is that the competition is stronger than ever!  What a surprise …

Know Where to Start Measuring Your Sales Cycle When we ask CEO’s and CSO’s how long their average sales cycle is they often describe it in terms of the time between the initial discussions with a prospect and when a …

Defining Sales Stages Imperative for Reliable Pipelines and Sales Forecasts Reliable sales pipelines only happen when all the phases your prospects go through are well defined AND your sales team applies those stages consistently in your CRM.   We have been …

The Sales Metrics You Must Measure to Achieve Your Sales Goals For Sales Leaders and CEOs the right sales data means everything when it comes to defining your Sales Plan and measuring progress towards your revenue targets.  Sales dashboards can …