Blogs

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...

Last month I blogged that All forecasts are wrong. Some are useful . The article underscored that forecast accuracy is overhyped—a...

“How accurate are your forecasts?” Almost everyone goes there when evaluating sales forecasting applications. And it makes sense. Who...

An anti-pattern is a common but ineffective and/or counterproductive way to try to solve a problem. Here are two anti-patterns that I...

Steve Jobs was inspired by an article comparing the efficiency of animals and machines. In the animal kingdom, a condor was the most...

How to quantify risk in your sales forecasts and plans. A lot of basic sales data are not normally distributed. In our blog The Menace of...