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5 blind spots in your CRM

5 blind spots in your CRM

“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...

Revenue Forecasting is Not the Same as Sales Forecasting

Revenue Forecasting is Not the Same as Sales Forecasting

Let’s start by defining what I mean by a "sales" forecast versus a "revenue" forecast. I came late to the sales CRM world having spent many years running groups, designing and developing financial forecasts, and planning and budgeting systems. In...

AI and the Hubble Deep Field Connection

AI and the Hubble Deep Field Connection

Customer facing selling time is precious every quarter. Sales teams have to quickly determine which deals will close and can’t afford to spend a lot of time on ‘what if’ scenarios. Time is equally valuable on the Hubble Space Telescope. Every...

Moneyball: How to be the Billy Beane of Sales

Moneyball: How to be the Billy Beane of Sales

Major league baseball and sales organizations have something very much in common. Sure, the competitiveness of sales professionals can rival that of professional athletes, but what I’m referring to is the need for data. In 2003, Michael Lewis wrote...

Use Data Science to Increase Rep Productivity

For years, reps have predicted their quarters based on scant historical knowledge, shakey trend lines, and a mix of pure optimism, healthy skepticism, and good old fashioned best guessing. What else did we all have to go on? As sales execs, we lay...

Sales KPIs Only Data Science Can Reveal

Most sales organizations have a unique set of Key Performance Indicators (KPIs) that they track religiously. Other than basic revenue numbers which have been tracked since the early days of trade and commerce (ok, basically since the beginning of...