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, to...
Blog
Four Insights Aviso Sales Managers Have… And You Don’t
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...
Sales Forecasting: Four Things You Can No Longer Get Away With in Today’s Data-Driven World
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...
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...
Why I Started Aviso
After two years of hard work developing a product with a set of phenomenal early customers, I am excited about coming out of stealth mode and publicly launching our company. I would like to kick-off my blog by answering some questions that folks...