Grading the Pipeline
We’re well into March and the pipeline pressure is building; that is, pressure from above to build the pipeline. How’s it going? How you stand now is a very strong indicator of success for the rest of...
View ArticleForecasting Enabling Technology
Aberdeen Group research published in 2012, Better Sales Forecasting Through Process and Technology, highlights how top performers better deploy process and technology to achieve not only more accurate...
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The Quota-Hitting Setup
It’s the 3rd month of the calendar year. We’re less than 90 days into 2014 and it’s already clear who’s going to have a great year. (If you’re on a non-calendar fiscal year, work with me here.) Sales...
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Streamlining the Forecast and Pipeline Review Meeting
There’s a necessary meeting every week that drives both sales reps and sales managers to mixed levels of anxiety and frustration. It’s the weekly Forecast and Pipeline Review meeting. This is either...
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