Millennials aren't coming; they're here. Millennials have higher expectations for use of data, and sales leaders need to adjust their approaches to keep up.
On the Clari Customer Success team, we support and participate in dozens of quarterly business reviews (QBRs) with a wide variety of impressive sales leaders. And since “success” is right there in our name, we’d like everyone’s QBR to be as effective as the best QBRs.
In my last post, I raved about and expanded on what Salesforce’s Vala Afshar wrote in his HuffPost Tech piece, 2015 State of Analytics. It’s a great read with a stunning take away that 90% of high performers depend on analytics — 3x more than underperformers. This post continues with Afshar’s recommendation on criteria for analytics.
It's happening again. In every business function — and especially in sales — the times they are a-changin'. And sales isn't first. It's one of the last.
True or false; every company needs a sales forecast. Not quite true. Every company needs an accurate sales forecast. The problem is that it’s incredibly tough to accomplish.
During our “Foundations of Selling” series, we’ve talked about collecting the right data and analyzing the data. But here’s the rub: without action, all that data and analysis is a waste.
When we think ‘analyze’ — we think about it along 3 dimensions — historical, real-time & predictive. A data driven sales organization needs to employ technology that enables meaningful insights across all 3 dimensions of your deals.