Wacky Forecast Distributions
If you have a 20% chance of winning $100 bet, statisticians would say the bet has an "expected value" of $20 (20% of $100). It's how much...
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Bill Kantor
- Aug 28
- 4 min
Faster Horses and Better Buggy Whips
Revenue platforms abound. But are these applications just automating outdated methods or delivering innovation? These two quotes come to...
blewis
- Aug 13
- 3 min
What is insight?
Here is a lovely definition of insight by the Cambridge English Dictionary: (the ability to have) a clear, deep, and sometimes sudden...
Bill Kantor
- Aug 3
- 2 min
Are Your Sales Humming Along?
An efficiency lesson from nature What do Hummingbirds have to do with sales optimization? Read about the efficient frontier for sales ....
Bill Kantor
- Aug 2
- 3 min
The Efficient Frontier for Sales
A new way to prioritize your work and sell more When it comes to selling more, it all boils down to what you work on. The efficient...
Bill Kantor
- Jul 23
- 3 min
Fisher’s Exact Test
Sales leaders often have to make decisions based on limited data. Here’s a typical example. We want to see how good salespeople are at...
Bill Kantor
- Jun 29
- 3 min
Revenue Platform Groupthink Has Lost the Plot
Of AI, BI, and UIs Choices are great for customers. Almost every week I uncover another new “revenue platform” vendor—or two. They all...
Bill Kantor
- Jun 22
- 2 min
How to Do Monte Carlo Simulations in Excel (and why you'd want to do that)
Monte Carlo simulations can help you assess the distribution of possible sales, and your odds of beating a number.
Bill Kantor
- Jun 22
- 1 min
Why Most Sales Forecasts are Meaningless
Everyone should read Dave's excellent blog " How to Train Your VP of Sales to Think About the Forecast . " Dave's message is that...
Bill Kantor
- Jun 12
- 3 min
Doctor StrangeSales or: How I Learned to Stop Forecasting and Love The Odds
(Apologies to Stanley Kubric.) "Gentlemen, you can't fight in here! This is the war room." A priceless line from the classic movie...
Bill Kantor
- May 7
- 3 min
Webinar: If Your Forecast is Right, Something is Wrong
Bryan and I had a great time with the RevOpsCo-op folks discussing sales analytics that help you sell more. Check out the webinar ....
Bill Kantor
- Apr 21
- 1 min
This is the PCR You Need
Countless sales gurus say that your Pipeline Coverage Ratio (PCR) needs to be 3x to make your number. Well one says 3.2x. Another says 4...
Bill Kantor
- Mar 29
- 1 min
Video: Something's Wrong if Your Forecasts are Right
The common refrain heard at the 2024 RevOpsAlliance CRO/CMO and RevOps Summits. Scaling is tough. The good news is that you probably have...
Bill Kantor
- Feb 15
- 2 min
Win rates. Omit opens at your peril.
Four times in two days… People told me that their win rates have changed dramatically. Q. How are you computing that? A. Won/(Won +...
Bill Kantor
- Feb 5
- 1 min
Something’s wrong if your forecasts are right
You want your forecasts to be wrong. Wait, what? A good forecast tells you what's reasonable to expect. Most of the time you want to beat...
Bryan Lewis
- Jan 17
- 2 min
Funnelcast is Different
Funnelcast gives you simple, concrete, and direct advice on how to exceed your sales goal. Dozens of me-too rev ops "analytics" software...
Bill Kantor
- Jan 11
- 4 min
Of Sunspots, Tea Leaves, and Pipeline Coverage
Last week I posted about how unhelpful pipeline coverage metrics (among other things) are. I said you might as well look at sunspots to...
Bill Kantor
- Jan 2
- 2 min
The Six Biggest Sales Analytics Lies
And what to do about them. Vendors and conventional wisdom can be misleading. You need 3x pipeline coverage. Fuhgeddaboudit. We've...
Bill Kantor
- Nov 20, 2023
- 3 min
Sales Capacity Planning
Sales capacity planning is the process of determining and optimizing the resources needed to achieve your desired sales targets. Before...
Bill Kantor
- Nov 8, 2023
- 5 min
Forecast Accuracy and Repeatability
Last month I blogged that All forecasts are wrong. Some are useful. The article underscored that forecast accuracy is overhyped—a...
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