In addition to showing whether a large number of opportunities actually represents a healthy pipeline, sales pipeline metrics help you answer three important questions: Do we have enough opportunities in our pipeline? Are those opportunities progressing? Will their potential become revenue within the expected time frame? This guide outlines ten metrics you can use to […]

One person who responds to a deal quickly and is enthusiastic about the product does not always have the authority to purchase it. When all of your efforts are concentrated on developing a relationship with just one person involved in a particular buying process, you are creating a single-threaded opportunity. That opportunity may come to […]

A forecast may appear to be accurate. However, there are many factors that can influence the accuracy of forecasts. This is often not related to how you built your spreadsheet or model. Different sales forecasting techniques answer different questions. Historical forecasting assumes that the past is a predictor of the future. Opportunity forecasting takes all […]

Outbound doesn’t typically fail because a sales representative forgets to send one email. It generally fails somewhere in the process of identifying a potential buyer, developing a meaningful message, continually following up, and handing a genuine dialogue to an account executive. Outbound sales software is the right product to remove that friction. However, the solutions […]

Every customer call gives a salesperson something new to learn. The problem is that the learning often arrives after the moment when it would have helped most. A manager may review the call, share feedback and explain what the rep could have done differently. The feedback is useful. But by then, the customer conversation is […]