Clari sat down with Sumo Logic CRO Steve Fitz to discuss the role of the CRO, and how to effectively achieve alignment between sales and marketing.
Why is forecasting so screwed up? You run pivot tables in Excel, try to read CRM reports, and maybe even buy a business intelligence (BI) tool.
Selling is fire-in-the-belly ambition in action. Why is forecasting so static?
2014 was a big technology year in sales. Salesforce launched an Analytics Cloud, HubSpot entered CRM, and a flurry of new startups stepped up to improve selling and forecasting. Venture capitalists invested over a quarter of a billion into the industry for one simple (profitable) reason: technology makes sales teams better.
For decades, Sales Managers have forecasted revenue with two things: CRM systems and spreadsheets.