Category

Sales Forecasting

What Is a Sales Opportunity

What Is a Sales Opportunity

“To succeed, jump as quickly at opportunities as you do at conclusions.” -- Benjamin Franklin Of course, before you put your gym...

By Dan Sincavage

What Is The Meaning Of Pipeline in Sales and Marketing

What Is The Meaning Of Pipeline in Sales and Marketing

There are several processes that make (or break) a business. Perhaps the most important of these is the process that goes into...

By Dan Sincavage

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

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

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

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

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

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

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

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

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