As of earlier this week, it’s official: we are so excited to welcome David Karel to the Clari team as our new CMO. In his first few days at Clari, Dave and I caught up about his background, trends in technology and how they’ve shaped the role of the marketer, and what those same trends can mean for the sales organization.
Our press announcement covered the basics, but I’d love to hear it from you too. Could you start by telling me a little bit about your background?
David: Absolutely. I’m originally a New Yorker and actually...
A successful sales organization starts with a good sales forecast. The forecast determines the entire operating rhythm of the company. Sales executives need an accurate forecast to plan strategic moves and investments, managers need to understand how to plan for their territories and coach their reps, and reps need to know how they will meet their goals and targets for the quarter.
So where to start?
Having led sales teams for over 20 years, I’ve found that the key begins with measurement. In 5 Non-Negotiable Sales Forecasting Metrics for Sales Leaders, I explore the five metrics that are critical to...
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...
Will this deal close?
When you’re forecasting, that’s the question ... over and over. The CRM shows a close date and an amount. Do you trust it? How do you decide?
Today’s Approach to “Will It Close?”
In most enterprise sales organizations, the top answer — by far — on whether to trust a deal is “What does the rep say?”
Peel back, and it’s usually your rep’s sense of customer engagement and stage in the sales process. These are the visible metrics. In my experience, reps are reasonable judges of their top three or four accounts, but...