As sales professionals, every day we look for answers to questions — and fast. Depending on the maturity of your sales organization, the questions might be very different. Smaller companies might be focused on building a new book of business while larger organizations face more complex challenges.
What Question Do You Want To Answer?
When looking for answers, many sales organizations start evaluating analytics tools immediately. This is not the right way to go. Before you even think about solutions, start by compiling a list of the most important KPIs you track, then consider which indicators show progress on...
With Oklahoma City's upset in Game 1 of the Western Conference Finals, last night was a tough one for the Warriors. But it's not over yet — before they return to Oracle for Game 2 tomorrow, let’s step back and focus on all the areas where the Golden State Warriors rank #1:
3-pointersRegular season winsAnalytics
Wait, what? Analytics?
A few weeks ago, the MIT Sloan School of Business named the Golden State Warriors the “Best Analytics Organization” at its annual Sports Analytics Conference. Beating the Houston Astros and Chicago Blackhawks to grab the win, the Warriors’ commitme...
This is the final part in our series (read part 1, part 2, part 3, part 4, part 5) on general-purpose BI versus purpose-built BI for sales. Download the Purpose-Built BI eBook.
I hope you’ve enjoyed my series on purpose-built BI for sales — and how it’s so much more valuable for enterprise sales teams than general purpose BI.
More important, I hope you’re excited about the forecasting and revenue value predictive analytics promises for your sales team. Now ... you’ve got to convince everyone else. We live this stuff, so to help out, we’ve put togeth...
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...
As our own board member Ajay Agarwal recently wrote about in TechCrunch, the future of enterprise software is machine learning.
So, nothing could be more predictable about this year’s Dreamforce than the fact that you’re going to hear a LOT about predictive analytics. As you can see from Google Trends, it’s as hot as that cup of Blue Bottle Coffee you may be enjoying next week while you’re soaking in all of the unbelievable learnings Dreamforce has to offer.As a sales professional, you probably hate marketing-speak. So, going into next week’s show, we...
Data science is all around us -- you just have to look. Sports is a beautiful example. As competition heats up, teams look for an edge. The smart ones turn to data science.
Teams are starting to systematically track and record every aspect of the game. This results in a huge amount of data ripe for analysis. Teams can unearth valuable insights to drive improved performance on the field as well as well-managed post-performance recovery.Data science is already making a dramatic impact in sports - let’s take a look at some of the use cases. At minimum, you’ll g...