Understanding Pipeline Stage Percentages
The sales pipeline is a visual representation and process-driven approach to selling a service or product. Sales organizations have a pipeline of opportunities which serve as the foundation for delivering ...
Deliver Sales Growth with Conversion Rates
In a previous post we discussed leading and lagging indicators and that post helped us to better understand the difference between metrics and how they relate to the sales process ...
Vortini Made the Final Cut for Top Sales Tool of 2017!
Technology should be a strategic initiative that supports your sales process and sales improvement goals. There are hundreds of sales tools to choose from which means you can find the ...
How to Use Revenue Delivery and Pipeline Usage to Keep on Top of Forecasts
Every company tracks its revenues over recognizable periods of time (e.g. months or quarters) and will typically set targets and produce forecasts that they measure revenue delivery against. This blog ...
Pipeline Management Series (Part 3): The Underrated Importance of Ratios and Rates
If you have been following our previous posts in this series (here and here) you will know by now that we really value data-driven decision making when it comes to ...
Three Challenges Sales Ops Face to Accurately Forecast
Sales Operations ensure the smooth running of the sales team by supporting sales processes and making sure that data is immediately available to decision makers. Sales Ops also plays a ...
Pipeline Management Series (Part 2): Three Tips to Improve Sales Cycle Conversion Rate
In our last blog post, we previously discussed the idea of the sales machine that converts input into output, and it is this conversion process (the conversion rate) that makes ...
Pipeline Management Series (Part 1): Four Ways to Excel in Data-Driven Pipeline Management
Sales, in essence, isn’t much different from a production machine: Input – Throughput – Output. If you want to grow output (and you wouldn’t be reading this blog post if ...