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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 ...

Salesperson Effectiveness: Measuring Leading and Lagging Indicators

The purpose of measuring salesperson effectiveness is to provide insights into how a salesperson or a team of salespeople are performing. One of the main jobs of a salesperson is ...

Listen to Accelerate! with Andy Paul Featuring Vortini’s CEO David Griffin

It's time to Accelerate! Listen to Andy Paul's podcast featuring Vortini's CEO David Griffin. "A forecast doesn't simply fall out of the pipeline, the forecast is really creating a scenario ...

Using Analytics to Improve Sales Performance

Sales analytics tools help sales leaders to better leverage historical evidence about sales activities, wins, and losses which enables them to make smarter decisions about current opportunities in the pipeline ...

Opportunity Checklist: Five Red Flags to Assess Risk

There will always be sales opportunities that are considered riskier than others, but sometimes it's hard to know. Prospects suddenly go silent, and the deal that was definitely expected to ...

predictive analytics sales effectiveness

Sales Forecasting and the Role of Predictive Analytics

In every organization, the sales forecast is critical to decisions on everything from budgets to spending. Forecasting is a necessary task to ensure an organization develops and plans successfully, but ...

How Bad CRM Data Hurts Sales Effectiveness

It doesn't come as a surprise to most people that when it comes to the CRM, there are definitely some data quality issues. In fact, according to Salesforce about 70% of ...

Track Revenue Delivery with Banana Charts

The last month of the quarter is usually a frenzy of work to close all the deals needed to hit the quarterly target. For many organizations this could mean that ...

Vortini Listed as Top SalesTech of 2017

The current sales technology landscape can be hard to navigate. There's an increase in vendors, and it isn't always clear what to select from all the choices. Luckily the team ...