Blogs

Just define what you mean by probability; your forecasts will improve, and you can get most of what you get from "AI" forecasting...

Do this one thing and you will have most of what you get from the AI forecasting engines. In part 1 of this post, we showed how to...

Imagine you’re on your way to meet a date at the movies. Halfway to the theater, you check the map on your phone and realize you’ve taken...

One positive thing we got from this pandemic is the mainstreaming of stunning interactive online visualizations. It was here before, but...

Looking for the Fisher's Exact Test calculator? Or our blog on Fisher's Exact . Successful in business? How much did luck, or lack...

In our recent blog posts, we discussed how data quality and breadth impact the accuracy of sales forecasts. While it may seem...

Photo by NeONBRAND on Unsplash Big Data Is Overrated—At Least in B2B Sales Forecasting “Big Data” has become a ubiquitous buzzword. The popular belief is that the more data you have—and the more types you analyze—the better your decision-making. In this view, organizations without massive internal datasets or the budget to buy external data are somehow at a disadvantage. But when it comes to B2B sales forecasting, that belief is not just exaggerated—it’s often completely wro

A colleague recently related to me that his company has had six CROs in the last nine years. “It’s the C-level ejector seat,” he said. This got me thinking that maybe his company had a problem. I mean that’s an insanely high churn rate—a new CRO every 18 months. A quick web search of “CRO tenure” returned this gem. ... about 18 months. The average tenure of a Chief Revenue officer working at the same company is incredibly brief—only about 18 months, according to an annual sur

What else can your forecasts teach you? How to stack the game in your favor. In part one of this series, we pointed out there are...

“Just how good are your forecasts?” We get asked that question a lot. It’s a deceptivly simple, but often misleading, question because...

One of our customers mentioned it in passing. "Funnelcast is like Moneyball for B2B Sales." We kind of like that moniker and thought we...

In a classic scene from the military courtroom drama "A Few Good Men", Colonel Nathan Jessup (Jack Nicholson) responds to a question...

Sales win-rates are a simple concept but are rarely computed properly. Turns out that we can learn a lot about this from COVID-19...

It’s a common question. "Can we build our own funnel analytics/forecast model in <fill in the blank with your preferred analytics...

Yogi Berra famously said “Baseball is 90% mental. The other half is physical.” And, so it is with sales forecasting and other predictive...

Are you better off pursuing mega deals or smaller opportunities? Ask that question of sales leaders and you will get a lot of opinions....

Sixty four percent of gross profit. That’s not the answer, rather that’s the average of what we saw in our survey of public software...