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Have you ever wondered what qualities top salespeople consider vital to success? Well, lucky for you, in the book Stop Kidding Yourself, Charles Forsgard outlines what he considers the most important aspects of a successful sales team. Forsgard, an authority figure in the field, brings together over 30 years of sales experience at Schneider Electric,…

I recently joined Aviso, a predictive AI startup that supercharges guided selling, as CEO. In this journey, I’m excited to work closely with Tae Hea Naam and the team at Storm Ventures towards the new frontier of Sales; build upon the prescient vision of unicorn founder KV Rao. Being a CEO is a surreal experience. It acts…

Fortune 500 companies that are executing their sales operations with AI have found a competitive advantage that their competition just doesn't have the discipline to implement. Such companies are relying on data in a very different way. Every company has plenty of data and in many cases too much data. What is absent from their…

“My CRM is a sparkling picture of absolute truth” —said no one, ever. Except Dr. Seuss. We all know CRM tells an incomplete story about the state of your business. We know that data isn’t always formatted properly, or that the fields don’t match our business perfectly. But just how wrong is your CRM data?…

We spend a significant amount of time collaborating with customers’ CRO’s to help them optimize their sales organizations. The metric that gets the most attention is the exact close rate percentage by forecast category throughout the Quarter. Time and time again, when we show CROs their actual close rate by commit, upside, pipeline and whatever…

Whether it’s day 1 of the quarter or a week from close, it is always there looking at you from the horizon: your forecast. If you dare to look at your CRM forecast, it can feel like a gut punch: you may be millions of dollars away from your target, with no hail-mary prospects to…