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Sales forecasting is a critical process for sales leadership and sales operations to get right, but most B2B tech sales organizations use out of date tools to accomplish this vital task. Because forecasting modules from CRM vendors are light on functionality, 90% of companies use two systems: a CRM report and a good old fashioned…

Check out the INFOGRAPHIC One of the single most important processes at any B2B company is sales forecasting. The number that the sales team delivers drives a series of other critical processes, from resource allocation, inventory planning, attracting investors, and reporting out to the street. Yet, the tools companies typically rely on for this process…

The past several months have been an exciting whirlwind at Aviso. We hosted Ascent, our first-ever conference, successfully rolled out a new user interface, and introduced five major new product capabilities. We welcomed several customers to the Aviso family — and to support our momentum, we’re hiring! Check out our open positions. Product Innovation On June 13,…

Jeff Williams from Bain recently published a blog called: “5 Important Metrics in Sales Forecasting”. While I couldn’t agree more on the importance of these metrics for sales operations professionals, sales leaders and sales reps, I have to point out that most solutions fall short of actually meeting the complex nature of producing these metrics.…

As a Sales Manager, you’re essentially being asked to predict the future. The CRO or VP of Sales want to know when deals are going to close and for how much. You’re being asked to know how much pipeline you need to make or exceed quota and how many “blue birds” you can expect to…

The Value of AI-Driven Forecasting and Automated Rollup If you are a VP of Sales, CRO or sales operations executive, you probably keep your eye on the forecast number and watch for hot spots that might break out. As you get closer to the weekly forecast review meeting, the word “why” begins to play in…