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Bill Kantor
Jan 114 min read
Of Sunspots, Tea Leaves, and Pipeline Coverage
Last week I posted about how unhelpful pipeline coverage metrics (among other things) are. I said you might as well look at sunspots to...
Bill Kantor
Jan 22 min read
The Six Biggest Sales Analytics Lies
And what to do about them. Vendors and conventional wisdom can be misleading. You need 3x pipeline coverage. Fuhgeddaboudit. We've...
Bill Kantor
Nov 20, 20233 min read
Sales Capacity Planning
Sales capacity planning is the process of determining and optimizing the resources needed to achieve your desired sales targets. Before...
Bill Kantor
Nov 8, 20235 min read
Forecast Accuracy and Repeatability
Last month I blogged that All forecasts are wrong. Some are useful . The article underscored that forecast accuracy is overhyped—a...
Bill Kantor
Oct 9, 20234 min read
All forecasts are wrong. Some are useful.
“How accurate are your forecasts?” Almost everyone goes there when evaluating sales forecasting applications. And it makes sense. Who...
Bill Kantor
Sep 22, 20233 min read
Sales Ops Anti-Patterns
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...
Bill Kantor
Aug 20, 20233 min read
A Condor on a Bicycle Meets Spiderman
Steve Jobs was inspired by an article comparing the efficiency of animals and machines. In the animal kingdom, a condor was the most...
Bill Kantor
Jul 23, 20235 min read
Additional Adventures in Averages
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...
Bryan Lewis
Jun 15, 20234 min read
The Conceit of Coverage (The Myth, Fiction, and Fact of PCR)
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...
Bill Kantor
Jun 4, 20233 min read
The Menace of Means
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...
Bill Kantor
May 17, 20238 min read
The Importance of Focusing on Sales Forecasting for Effective FP&A
Special guest article written by Andrew Childress, of TheFP&AGuy . Unless something is seriously broken, chances are that revenue is the...
Bill Kantor
May 5, 20232 min read
The Three Sales Musketeers
The key to better sales forecast, plans, and resource optimization Our blogs “ A Tale of Three Knobs ” and “ Great Win Rate Expectations...
Bill Kantor
Apr 25, 20232 min read
The Magic of Parsimonious Models
“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...
Bryan Lewis
Apr 8, 20234 min read
Great Win-Rate Expectations
Looking for the Excel win rate calculator ? Looking for the Funnelcast demonstration application (on a sample dataset) ? Looking for the...
Bryan Lewis
Mar 29, 20234 min read
Salesforce Basic Data Best Practices
Follow these simple guidelines and you will be amazed at how predictable and understandable your sales process can be! Close Date The...
Bill Kantor
Mar 24, 20233 min read
A Tale of Three Knobs
Your sales process is defined by three independent factors: deal size, generation rate, and win rate. Want to grow sales? Those are the...
Bill Kantor
Jan 30, 20232 min read
Sales dashboard fatigue
A 2016 study published in the National Library of Medicine investigated fatigue in relation to clinical alarms in the Intensive Care Unit...
Bryan Lewis
Jan 30, 20231 min read
Data without insight is noise
We recently encountered a revenue pipeline tool advertising a slick display of lots of opportunity data. It looked something like this...
Bill Kantor
Dec 13, 20222 min read
How is Funnelcast unique?
Funnelcast provides you with a simple, intuitive model of both your open funnel and prospective-funnel, for this quarter to next year....
Bill Kantor
Nov 3, 20224 min read
Stop worrying about conversion rates, use this instead
We hear the term “conversion rate” a lot, usually in the context of “this is a KPI we need to watch and improve.” And a lot of energy...
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