January 22, 2020
The Best Way to Forecast Is... Not to Forecast!
Why this counterintuitive method drives the most accurate sales forecasts — and how you can do it too
August 30, 2016
What's Wrong With Bots & Conversational UX — And How To Fix It
The marriage of conversations with intelligent notifications is the most promising path yet to managing information overload. It’s a format ideally suited to curation: email is too noisy, apps are too passive.
August 29, 2016
Pipeline Management v. Sales Forecasting: What's the Difference?
Pipeline management and sales forecasting are often confused: they’re closely related, but not the same. In our most recent webinar with Jason Jordan, we discussed the differences between the two and why that difference matters.
June 01, 2016
Sales VPs: Learn How To Forecast — Or Else!
Sales VPs, all you need is a sales forecasting process that drives your sales execution and guides the rest of the business, and you’ll be golden. Sound easy? Good luck!
May 02, 2016
Live From the Field: Introducing Dynamic Forecasting
Sales leaders can no longer afford to rely on stale, static forecasts. Through activity tracking, powerful integrations, and customization, Dynamic Forecasting redefines sales forecasting for enterprise teams.
February 18, 2016
No More Pipeline Surprises: Introducing Flow Analytics
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?
September 10, 2015
Totally Predictable: Your Guide to Analytics at Dreamforce
As our own board member Ajay Agarwal recently wrote about in TechCrunch, the future of enterprise software is machine learning.
November 19, 2014
Eliminating the Spreadsheet: How to Improve Sales Rep-Manager Communication
This past week, I sat in a large networking company’s conference room listening to an irritated sales rep and his sales manager discuss challenges in their current sales process (as an aside, being able to listen in on these sorts of conversations is what makes being a product manager such an awesome job!).
May 06, 2014
Unload Baggage to Simplify Your CRM
There’s a well-proven rule of thumb for international travel: Step 1: Pack your suitcase. Step 2: Take half of it out and put it away Why? Because as you are sprinting through the train station trying to make your connection, you’ll realize that not having half of your stuff is actually an advantage. Quite literally, it’s a burden off of your back.