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

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

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...

Instead of reporting or predicting the news, Funnelcast helps you improve it. In a case study , our recommendations produce ~60% more...

Last week I posted about how unhelpful pipeline coverage metrics (among other things) are. I said you might as well look at sunspots  to...

And what to do about them. Vendors and conventional wisdom can be misleading. You need 3x pipeline coverage . Fuhgeddaboudit. We've...

Sales capacity planning is the process of determining and optimizing the resources needed to achieve your desired sales targets. Before...

Last month I blogged that All forecasts are wrong. Some are useful . The article underscored that forecast accuracy is overhyped—a...

“How accurate are your forecasts?” Almost everyone goes there when evaluating sales forecasting applications. And it makes sense. Who...

An anti-pattern is a common but ineffective and/or counterproductive way to try to solve a problem. Here are two anti-patterns that I...

Steve Jobs was inspired by an article comparing the efficiency of animals and machines. In the animal kingdom, a condor was the most...

How to quantify risk in your sales forecasts and plans. A lot of basic sales data are not normally distributed. In our blog The Menace of...

We live in an era of data-driven everything . Using data to help make sound sales decisions is a great idea. But sometimes the abundance...

A statistician is someone who has their head in the oven and their feet in the freezer, but “on average” feels fine. It’s funny, but you...

Special guest article written by Andrew Childress, of TheFP&AGuy . Unless something is seriously broken, chances are that revenue is the...

The key to better sales forecast, plans, and resource optimization Our blogs “ A Tale of Three Knobs ” and “ Great Win Rate Expectations...

“Garbage in, garbage out. How can you make great forecasts with bad data?” You can't. But you can make forecasts less susceptible to the...

Looking for the Excel win rate calculator ? Looking for our review of win rates methods (w/recipe for building win-rate curves)? How not...

Follow these simple guidelines and you will be amazed at how predictable and understandable your sales process can be! Close Date The...

Your sales process is defined by three independent factors: deal size, generation rate, and win rate. Want to grow sales? Those are the...