“37 percent of sales management time is spent on forecasting.” - Sales Benchmark Index Data Sales forecasting is an indispensable and crucial part of your sales planning as it keeps a close check on the well-being of your business. As a Head of Sales or a CEO in a B2B setting, you know you can never afford to take the sales forecasting process lightly....
Whatever sales organization you head, be it in B2B or B2C landscape, the first step to scalable growth is sales forecasting, especially in the case of Software-as-a-Service (SaaS) business. While it’s true that no enterprise business has ever survived without forecasting its sales based on historical data and existing market trends, in the case of sales forecasting a SaaS business, there is a paradigm shift...
Last year, the former president of Google China, Kai-Fu Lee, dropped a bombshell by predicting that white collar roles would be the first to be automated, putting marketers, sales teams and content creators in the direct firing line. But before sales representatives start shaking in their headsets in fear of losing their jobs, it is important to note that the common consensus amongst sales industry...
Stalled Deals are the unavoidable bane of any sales organization, ask your counterparts in any industry. During the deal review meeting, you would have definitely come across some leads held by the trap in few or all of your sales executives pipelines. While this scenario often leaves the sales team perplexed, it does need attention and concern. What is your advice to your sales team...
Sales Forecasting is a crucial component of any business that empowers them to predict future sales by looking into past sales, economic trends and competitive intelligence. We have already discussed various sales forecasting methods in detail in some of our previous posts. And solid sales forecast can't be accomplished without an effective and efficient sales forecast meeting. As a Sales Leader, did you know that...
We recently came across following communication between C-Suite Sales Executive in response to our sales outreach. He wrote: "We have a problem: we need to improve the accuracy of our sales forecasts. For 6 quarters, give or take, we have missed our sales goals. This has had an impact on the performance of the entire company and contributed significantly to the loss of motivation of...
Imagine the scenario, you are a sales manager, you spend over 80 percent of your time dealing with your sales team, and sales reps, yet you are missing that exceptional selling experience. Market experts say that successful sales managers should spend a larger chunk of their time in dealing with customers, and managing up-selling. The reality is quite different, only 14 percent of a sales...
ABM can be a new norm in sales and marketing landscape but is it apt for your company? Some call it a buzzword, some call it a new marketing style or a marketing strategy suitable in B2B marketing domain. But should you be looking at ABM as a marketing strategy to act on immediately? Let’s first look at the basic requirements that can be enough...