This is the fifth part in our series (read part 1, part 2, part 3, part 4) on general-purpose BI versus Purpose-Built BI for Sales. Download the Purpose-Built BI eBook.
When you evaluate BI for Sales, I encouraged you in a previous post to start by narrowing the field to solutions that easily collect all the data that matters, analyze that data to deliver forecast and selling insight, and help you act decisively.
Forcing vendors to prove themselves in those three areas is a great way to weed out the wannabes and...
This is the fourth part in our series ( read part 1, part 2, part 3) on general-purpose BI versus Purpose-Built BI for Sales. Download the Purpose-Built BI eBook.
Let’s start with a softball:
Do you agree that really knowing your deals helps you call your number accurately and make your number consistently?
If not, I’ll save you time: skip this post.
But if you agree, you’re probably considering tools to help you know what’s really going on in your pipeline. Maybe you even went to Dreamforce to check out options. If you did, you saw 10 … maybe 20 … companies screamin...
This is the third part in our series (read part 1, part 2) on general-purpose BI versus Purpose-Built BI for Sales. Download the Purpose-Built BI eBook.
When you learn about BI, you hear things like,
“Quickly and easily connect to multiple data sources.”
“Get a complete view of your data across the company.”
“Save countless hours with automated reports.”
Sounds pretty good, huh? If you could get a quick look at your pipeline across regions, know every deal that changed stage last week, or see the complete email and meeting history reps have with prospects, you wouldn’t have to wait for the foreca...
This is the second part in the series (read part 1) on the differences between general BI systems and purpose-built BI for Sales. Download the Purpose Built BI eBook.Even as recently as 5 years ago, it was enough to update data weekly. No longer.
Most BI tools take a snapshot of your data and move it offline for analysis. But by the time the snapshot is taken, it’s old. By the time the analysis and report is done, your opportunity is lost.
Even if you “snapshot” in near-real time, you’re still missing a lot. You can’t know which deal...
This is the first in a series on the differences between general BI systems and purpose-built BI for Sales. Download the Purpose Built BI eBook.Are you ready to use BI to run your sales team? Not so fast.
Most BI tools are an epic fail for sales for one key reason: BI was designed for organization-wide execs who only need the big picture and don’t need to take immediate action. For them, a few months of implementation delay and data that’s days or weeks old can be fine.
But you’re a sales leader. You sit closer to the...
I’m really excited about our new release — Activity Analytics. It’s a paradigm shift that helps sales organizations improve forecasting and increase sales velocity. For the first time, sales leaders can see more than the “rear-view mirror” deal details reps remember to put into the CRM. From now on, execs and managers have a real-time view inside every deal based on the analysis of the real source of truth: email and calendar — aka rep activity and customer interest. The visibility is incredible: how hard is the rep pushing? Are reps talking to the right pe...