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Bill Kantor
3 hours ago2 min read
Broken approaches to sales win rates, why, why, why?
Why are sales teams and their RevTech vendors using broken approaches to estimate win rates? Funnelcast win rates estimate the chance a...
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Bill Kantor
Feb 123 min read
More Conversion Rate Conundrums
Your average stage-to-stage conversion times are: MQL → 10 days → SQL → 15 days → Demo → 60 days→ Contracts → 15 days → Won Your...
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Bill Kantor
Jan 214 min read
Conversion Rate Conundrums
Stage-to-stage sales conversion rate models are a popular way to forecast and optimize sales processes. Although easy to grasp, they...
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Bill Kantor
Dec 6, 20248 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,...
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Prudhvi Raju
Nov 21, 20243 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...
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Bill Kantor
Nov 14, 20242 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...
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Bill Kantor
Oct 31, 20243 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,...
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Bill Kantor
Sep 12, 20243 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...
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Bill Kantor
Aug 28, 20245 min read
Faster Horses and Better Buggy Whips
Do you want to report sales news, predict it, or change it? Hold that thought. Revenue Tech platforms abound. But are these applications...
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blewis
Aug 13, 20243 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...
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Bill Kantor
Aug 3, 20242 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 ....
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Bill Kantor
Aug 2, 20243 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...
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Bill Kantor
Jul 23, 20244 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 averages, comparing...
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Bill Kantor
Jun 29, 20243 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...
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Bill Kantor
Jun 22, 20242 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.
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Bill Kantor
Jun 22, 20241 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...
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Bill Kantor
Jun 12, 20243 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...
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Bill Kantor
May 7, 20243 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 ....
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Bill Kantor
Apr 21, 20241 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...
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Bill Kantor
Mar 29, 20241 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...
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