Blogs

This is part one of a two part post. See More Conversion Rate Conundrums for the complete analysis. Also see our video explainer on...

Thinking evolves. The earth is round, not flat. The earth revolves around the sun, not the other way around. Lightning is electricity,...

I was talking with our CEO and founder Bill Kantor recently. He reflected on the use of CRM data. I've spent a lot of time with sales...

You're asking, "What does Brad Pitt have to do with verbs, adjectives, and sales?" Stay with me. I promise this will make sense. "Adapt...

It's time-honored folklore: if your pipeline coverage ratio (PCR) is greater than 3x you should make your number. Following this advice, companies spend a lot of time measuring and managing to their target PCR. I can't stress enough how much better things can be if you stop fixating on your PCR. So let’s back up and take a look at the biggest—and simplest—reasons you should not use PCR to predict if you will make your number, or to plan how much new pipeline you need to add t

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. SalesTech platforms abound. But are these applications just automating outdated methods or delivering innovation? These two quotes come to mind. If I would have asked people what they wanted, they would have said faster horses. ~ Anonymous, often misattributed to Henry Ford. The <better> buggy whip analogy is “an obscurity sitting on an anachronism." ~ Daniel M. G. Raff Have recent innovations in

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 – 5x. What's the right ratio? It depends... Check out this short video for the answer. You can measure PCR for your business in about five minutes (if you're on Salesforce or HubSpot) with Funnelcast . (It's free!) See how to sell more. Try Funnelcast.

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...