SBI
DECEMBER 8, 2020
Digital, at the time was largely confined to typing and storing word processing documents and creating spreadsheets to keep track of sales forecasts and booked revenue. The second way it changed selling as we know it was by creating the AppExchange (in 2005) which BusinessWeek referred to at the time as “ebay for business software.” [1]
Understanding the Sales Force
OCTOBER 16, 2013
Here''s the premise: Companies that have been rigorously enforcing sales process should stop doing so because it is resulting in longer sales cycles, decreased conversion rates, unreliable forecasts and depressed margins. So they say. Here are some of the many problems with their premise. It was a survey! The reality is they only think it.
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Adaptive Business Services
MARCH 23, 2022
I started my first marketing blog in 2005, then sold it in 2010 and started the Webbiquity blog. Operationally, it’s how my 90-day forecast looks (do I have enough clients, are they happy, am I bringing them new ideas?). How do you manage to stand out from the noise? There’s a lot to be said for persistence.
Hubspot Sales
MAY 14, 2019
If you have 20 in your pipeline, two or so should be opportunities you're not comfortable forecasting. If it were 2005, that would have been a great response. Let's say salesperson #1 has a pipeline forecast of $90,000 that's made of six deals. And salesperson #2 has a $100,000 forecast made of three deals.
MJ Hoffman
APRIL 22, 2019
If you have 20 in your pipeline, two or so should be opportunities you’re not comfortable forecasting. If it were 2005, that would have been a great response. I recommend that at any given time, 10-15% of the deals you’re working should be risky. You’ll maintain a predictable revenue without leaving valuable money on the table.
Sales and Marketing Management
NOVEMBER 22, 2017
It’s difficult for us to forecast what will make us happy in the future — and yet we mistakenly believe we can identify it. Affective Forecasting,” Current Directions in Psychological Science, Vol. Zoltners, A., Sinha, PK., & & Lorimer, S., “Are Are Sales Incentives Becoming Obsolete?” Harvard Business Review, August 3, 2017.
Sales Hacker
MARCH 2, 2021
What has changed in sales leadership since 2005 [8:43]. What has changed in sales leadership since 2005 [8:43]. Sam Jacobs: What are some of the lessons that you learned over the last 12 months, just in terms of how COVID impacted the business, how it impacted how you go to market, your forecasting, things like that?
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