Blog | Funnelcast

Dec 68 min read

Win Rates Are Curves, Not Numbers

Thinking evolves. The earth is round, not flat. The earth revolves around the sun, not the other way around. Lightning is electricity,...

Forecasting Sales in SaaS: Embracing the Unpredictable and Controlling the Controllable

Prudhvi Raju

Nov 213 min read

Forecasting Sales in SaaS: Embracing the Unpredictable and Controlling the Controllable

I was talking with our CEO and founder Bill Kantor recently. He reflected on the use of CRM data. I've spent a lot of time with sales...

Bill Kantor

Nov 142 min read

Verbs vs. Adjectives

You're asking, "What does Brad Pitt have to do with verbs, adjectives, and sales?" Stay with me. I promise this will make sense. "Adapt...

PCR Pitfalls: Prediction Perils of Pipeline Proportions

Bill Kantor

Oct 313 min read

PCR Pitfalls: Prediction Perils of Pipeline Proportions

It's time-honored folklore: if your pipeline coverage ratio (PCR) is greater than 3x you should make your number. Following this advice,...

Bill Kantor

Sep 123 min read

Wacky Forecast Distributions

If you have a 20% chance of winning $100 bet, statisticians would say the bet has an "expected value" of $20 (20% of $100). It's how much...

Bill Kantor

Aug 284 min read

Faster Horses and Better Buggy Whips

Revenue platforms abound. But are these applications just automating outdated methods or delivering innovation? These two quotes come to...

blewis

Aug 133 min read

What is insight?

Here is a lovely definition of insight by the Cambridge English Dictionary: (the ability to have) a clear, deep, and sometimes sudden...

Bill Kantor

Aug 32 min read

Are Your Sales Humming Along?

An efficiency lesson from nature What do Hummingbirds have to do with sales optimization? Read about the efficient frontier for sales ....

Bill Kantor

Aug 23 min read

The Efficient Frontier for Sales

A new way to prioritize your work, allocate resources, and sell more Bottom line: The efficient frontier for sales produces a priority...

Bill Kantor

Jul 233 min read

Fisher’s Exact Test

Sales leaders often have to make decisions based on limited data. The goto solution for this is to look at ratios, comparing...

Revenue Platform Groupthink Has Lost the Plot

Bill Kantor

Jun 293 min read

Revenue Platform Groupthink Has Lost the Plot

Of AI, BI, and UIs Choices are great for customers. Almost every week I uncover another new “revenue platform” vendor—or two. They all...

How to Do Monte Carlo Simulations in Excel (and why you'd want to do that)

Bill Kantor

Jun 222 min read

How to Do Monte Carlo Simulations in Excel (and why you'd want to do that)

Monte Carlo simulations can help you assess the distribution of possible sales, and your odds of beating a number.

Why Most Sales Forecasts are Meaningless

Bill Kantor

Jun 221 min read

Why Most Sales Forecasts are Meaningless

Everyone should read Dave's excellent blog " How to Train Your VP of Sales to Think About the Forecast . " Dave's message is that...

Doctor StrangeSales or: How I Learned to Stop Forecasting and Love The Odds

Bill Kantor

Jun 123 min read

Doctor StrangeSales or: How I Learned to Stop Forecasting and Love The Odds

(Apologies to Stanley Kubric.) "Gentlemen, you can't fight in here! This is the war room." A priceless line from the classic movie...

Webinar: If Your Forecast is Right, Something is Wrong

Bill Kantor

May 73 min read

Webinar: If Your Forecast is Right, Something is Wrong

Bryan and I had a great time with the RevOpsCo-op folks discussing sales analytics that help you sell more. Check out the webinar ....

Bill Kantor

Apr 211 min read

This is the PCR You Need

Countless sales gurus say that your Pipeline Coverage Ratio (PCR) needs to be 3x to make your number. Well one says 3.2x. Another says 4...

Video: Something's Wrong if Your Forecasts are Right

Bill Kantor

Mar 291 min read

Video: Something's Wrong if Your Forecasts are Right

The common refrain heard at the 2024 RevOpsAlliance CRO/CMO and RevOps Summits. Scaling is tough. The good news is that you probably have...

Bill Kantor

Feb 152 min read

Win rates. Omit opens at your peril.

Four times in two days… People told me that their win rates have changed dramatically. Q. How are you computing that? A. Won/(Won +...

Something’s wrong if your forecasts are right

Bill Kantor

Feb 51 min read

Something’s wrong if your forecasts are right

You want your forecasts to be wrong. Wait, what? A good forecast tells you what's reasonable to expect. Most of the time you want to beat...

Bryan Lewis

Jan 172 min read

Funnelcast is Different

Instead of reporting or predicting the news, Funnelcast helps you improve it. Funnelcast gives you simple, concrete, and direct advice on...

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