This week we are introducing the "Partner Spotlight" blog series, featuring our new partners who have recently joined the Clari Partner Program. Get our partners' insights on the most common opportunity-to-close (OTC) challenges their clients face, the important role artificial intelligence plays in the sales process and more!
The Clari Blog will boldly go where no enterprise solution has gone before. In this exciting 3-part blog series, we'll explore the parallels between common challenges sales teams face during the opportunity-to-close (OTC) process and the legendary Star Trek series. Get ready!
CoastalCloud, Figur8, Force Management, Galvin Technologies, MK Partners, Red Sky Solutions and Sales MEDDIC Group, are joining Clari in the effort to transform the opportunity-to-close (OTC) process for sales teams!
This week, Dagobert Levy, Managing Director, South EMEA, at Blackberry takes the "Sales Innovator" stage! Discover his perspectives on sales thought leadership, sales best practices, helpful tips for sales managers, and Dagobert's insights on the Opportunity-to-Close (OTC) process.
What is the key to driving effective sales planning? Find out what your sales teams can focus on in order to create efficiencies in forecasting, account and territory planning and opportunity reviews in this guest blog post provided by GrowthPlay, a partner of Clari and speaker at EXCEED 2017. Don't miss their Founder and CEO, Dan Weinfurter, and Dan Dawson, Senior Partner, speak at EXCEED this week!
Which sales innovators are taking center stage this week? Let's continue the sales ops conversation and learn top-of-mind sales ops best practices and thought leadership from ForeScout Technologies sales innovators, Erin O' Leary and Jennifer Ryan! We hope you enjoy another segment of our Clari Sales Innovator blog series!
Your sales rep thinks that a prospect is committed to buy. But is that really the case? Typically, assigning a sales opportunity to a “commit” stage means that your sales rep has verbal confirmation that a deal will close. The problem is, not all reps use the same criteria when forecasting what will make it across the finish line this quarter.
What does a birdseye view of your quarter look like? Do you have a consistent stream of deals coming through? Or does it seem like a log jam builds as a new quarter kicks off with a rush of opportunities making it across the finish line treacherously close to quarter’s end? If it’s the latter, you’re not alone — but it’s a key indication that your team is struggling to build a linear sales 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.
Several months ago, I sat in the office of the VP of global sales for a top storage company. He vented to me about his forecast, saying that week after week, quarter after quarter, he has the same two questions: What’s in the pipeline? What changed?