A month ago, we started a "Reinventing Opportunity to Close" (4-part) series for sales leaders with an analogy to the movie Groundhog Day — and now we're ending this series on Groundhog Day! Throughout this final post, we'll explore how predictive analytics and artificial technology helps sales execs leave burdensome manual forecasting processes behind, maximize productivity, beat their numbers — and finally break the opportunity-to-close (OTC) cycle.
Let's continue the conversation, shall we? "Reinventing Opportunity to Close" blog series, part 2 addresses a similar stream of thought regarding the urgency for sales reps to eliminate tedious admin tasks and do what they're meant to do: sell. Today’s sales reps don’t have the time to log all their activity, and the data they do manage to capture is usually scant and often subjective. As sketchy data impacts every member of the sales team, this is where the big opportunity to close (OTC) problem comes into play. Hence, the reoccurring Groundhog Day cycle—that feeling of being trapped in an...
Somewhere between identifying a solid prospect and getting them to sign, the end-to-end sales motion is stalling out. This blog series explores the suboptimal processes and practices most sales orgs keep repeating that are holding each member of the sales team back. And, shows you how to break the cycle by breathing new life into your opportunity-to-close process.
A sales forecast implies a stake in the ground around where the company aspires to be, and a set of priorities and actions that the organization will need to execute against to get there. Building a solid process plays a fundamental role in taking your forecasting to a better place. Here are some guidelines to building a process that will increase your sales team’s ability to more accurately call the number.
Your sales organization probably spends plenty of time thinking about which deals will close. Yet for all the time we spend evaluating the sales pipeline, we often miss the mark. Our most successful customers shared tips on how to make sales forecasting stronger.
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