Make no mistake, revenue growth is directly impacted by the frequency, approach and quality of pipeline management. A recent study conducted by the Sales Management Association found that sales teams at B2B enterprise companies who spend at least three hours per month talking with each sales rep about their pipeline had 11% greater growth. The…

We're super excited to tell you about Aviso's Fall ‘17 Release.  Not only did we augment our industry leading forecasting functionality, but we introduced two new modules to the platform.  As the category-defining leader in forecasting, we decided to apply our leading technology and Artificial Intelligence capabilities to reimagining two sales processes that have been…

Welcome to the beginning of Q4. Some of you may have crushed it last week. Some may have had a nail biting quarter close that led to gong ringing and champagne popping at the eleventh hour. Some of you may have fallen short. Regardless of which category you fall into, we’ve repeatedly seen that the…

There is perhaps a no more dangerous and unfounded sales management myth than the 3X pipeline rule. I’ve been on quota for more than 120 quarters. That’s a lot. I have made a lot of quarters, I have missed some quarters, and yes, I have had some very large misses. Every quarter that I have…

Remember this old sales term: “the bluebird”? We loved a bluebird. We dreamt of a bluebird. We sometimes prayed for the bluebird.  And, when we landed one, we worshiped at the altar of the bluebird. What is a bluebird? In short, it's deal that you did not expect. It’s a deal that you could not…

1) Telling the Boss that “Forecasting is an Art” In my previous life, when asked for my forecast, I tried to convince my boss that while sales was certainly not a science, I alone had the black magic secrets to getting our forecast right. I knew my reps and managers well, and could use my…