Blogs

It's time-honored folklore: if your pipeline coverage ratio (PCR) is greater than 3x you should make your number. Following this advice,...

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...

Do you want to report sales news, predict it, or change it? Hold that thought. Revenue Tech platforms abound. But are these applications...

Here is a lovely definition of insight by the Cambridge English Dictionary: (the ability to have) a clear, deep, and sometimes sudden...

An efficiency lesson from nature What do Hummingbirds have to do with sales optimization? Read about the efficient frontier for sales ....

A new way to prioritize your work, allocate resources, and sell more Bottom line: The efficient frontier for sales produces a priority...

Sales leaders often have to make decisions based on limited data.  The goto solution for this is to look at averages, comparing...

Of AI, BI, and UIs Choices are great for customers. Almost every week I uncover another new “revenue platform” vendor—or two. They all...

Monte Carlo simulations can help you assess the distribution of possible sales, and your odds of beating a number.

Everyone should read Dave's excellent blog " How to Train Your VP of Sales to Think About the Forecast . " Dave's message is that...

(Apologies to Stanley Kubric.) "Gentlemen, you can't fight in here! This is the war room." A priceless line from the classic movie...

Bryan and I had a great time with the RevOpsCo-op folks discussing sales analytics that help you sell more. Check out the webinar ....

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...

The common refrain heard at the 2024 RevOpsAlliance CRO/CMO and RevOps Summits. Scaling is tough. The good news is that you probably have...

Four times in two days… People told me that their win rates have changed dramatically. Q. How are you computing that?   A. Won/(Won +...

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...

Instead of reporting or predicting the news, Funnelcast helps you improve it. In a case study , our recommendations produce ~60% more...

Last week I posted about how unhelpful pipeline coverage metrics (among other things) are. I said you might as well look at sunspots  to...

And what to do about them. Vendors and conventional wisdom can be misleading. You need 3x pipeline coverage . Fuhgeddaboudit. We've...

Sales capacity planning is the process of determining and optimizing the resources needed to achieve your desired sales targets. Before...