Category

Sales Forecasting

How to Incorporate the Right Mix of Data and Intuition in your Sales Forecasting

How to Incorporate the Right Mix of Data and Intuition in your Sales Forecasting

The accuracy of forecasts affects every aspect of a company, from the most minute details to decisions that may shape the future...

By Danny Wong

May 8, 2017

How Trump’s Presidency May Affect B2B Sales

How Trump’s Presidency May Affect B2B Sales

The economy has never, and will never be predictable — no matter who claims that it is. It gets tiresome to hear...

By Danny Wong

January 2, 2017

3 Ways Predictive Analytics Pull In Huge Returns for Sales and Marketing Orgs

3 Ways Predictive Analytics Pull In Huge Returns for Sales and Marketing Orgs

Running a business is often compared to gambling. Instinct is the word for business acumen, and chance the most powerful factor that...

By Sean Pinegar

April 13, 2016

What is Relationship Intelligence Data?

What is Relationship Intelligence Data?

Whereas business intelligence data focuses on elements that are company-centric, relationship intelligence data (RID)—a subset of customer intelligence—puts importance on the relationship...

By Patrick Hogan

February 15, 2016

What is Net Promoter Score?

What is Net Promoter Score?

When measuring customer satisfaction with a service, Boston-based consulting firm Bain and Company identified three major groups of people based on the...

By Patrick Hogan

February 14, 2016

What is Predictive Analytics?

What is Predictive Analytics?

When data is mined and manipulated to produce meaningful information about possible events and trends in the future, the data is said...

By Patrick Hogan

February 10, 2016

A Sales Forecast for Realists (and Results)

A Sales Forecast for Realists (and Results)

Creating a sales forecast can be a dreary slog through a routine spreadsheet. Or it can be an exciting opportunity to maximize...

By Patrick Hogan

November 25, 2015

How to Master Your Sales Forecasting

How to Master Your Sales Forecasting

Sales forecasting can seem ambiguous, especially when your expectations don’t line up with your targets. In Forbes.com, author and business consultant Scott...

By Patrick Hogan

November 13, 2015

The Extreme Importance of Knowing Customer Acquisition Cost

The Extreme Importance of Knowing Customer Acquisition Cost

There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by...

By Patrick Hogan

November 11, 2015