I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They...

By Paul DeCoster & Matt Padberg Fewer face-to-face meetings, more video calls. Evolving customer needs. Higher revenue and growth targets....

Can you Identify? During the last two months, I have had the opportunity to speak with nearly 200 sales operations...

Sales automation software doesn't replace sales reps. Instead, sales automation tools help your reps close more deals, faster.

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring...

Sales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of...

I’m stunned by the number of organizations I work with that are “numbers/metrics” focused, but do nothing about them!

One book I reread every year is “Excellence, Can We Be Equal And Excellent Too?” by John Gardner. It was...

Unfortunately, the literature is rife with faux research and insights. Most no more valid than my analysis of what color...

I’m at the ripe young age where I have seen a lot of different scenarios for marketing, demand gen, lead...

So what concerns me is how you made your number....

We want to be flexible, nimble, able to adapt to the circumstances, leap on an opportunity, respond quickly. We abhor...

Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often,...

Human beings are always looking for the secrets to success. Somehow, we want to believe there is the “one thing”...

As the function of Sales Operations evolves within organizations, we are faced with several large challenges. How do we set...