CRO's and CFO's - New Best Friends
Stephen D'Angelo
In many industries, the chief revenue officer (CRO), also known as the VP of worldwide sales, and the chief financial officer (CFO) are typically not the best of friends. This isn’t great, because these two roles need to get along for companies to thrive and succeed in a competitive marketplace. In fact, in healthy companies,…
FAKE NEWS: Do Your Forecasts Qualify?
Stephen D'Angelo
Across the tech industry, on either Mondays or Fridays, sales executives are typically consumed with lengthy forecasting calls. Just about every sales leader spends too many hours doing top-down forecast calls, and along with his or her sales operations partner, plugs notes and numbers into their forecast spreadsheets. After hours of phone conversations listening to…
Moneyball: How to be the Billy Beane of Sales
Stephen D'Angelo
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 the bestselling book, Moneyball. Some of you may have read the book, others may have seen…
The New Sales Leader Mindset -- Why I Joined Aviso
Stephen D'Angelo
Post by Stephen D’Angelo, Aviso's new President of Worldwide Field Operations There is strong evidence that sales leaders are shifting from reliance on gut instinct and feelings about deals, to using data to drive their business. This shift affects key sales processes, including delivering forecasts, conducting pipeline and deal reviews, and executing QBRs. This new…
Throw Out Your Spreadsheets and Drive a More Predictable Forecast and Quarter
Michael Lock
“Aviso delivers real insights we just couldn’t get using Excel.”  Anna Gilstrap, VP Global Sales Operations, Splunk Recently, we’ve been blogging about the challenges that surface when using spreadsheets as your primary tool for sales forecasting. Not only do spreadsheets contain errors, but you won’t get the visibility you need to take control of quarterly…
Five Important Metrics in Sales Forecasting: How Aviso Gets These Right, Every Single Quarter
Michael Lock
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.…