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Bill Kantor
Sep 1, 20227 min read
Why Traditional Sales Forecasts Fail
Traditionally classification forecasts have been the way sales managers have analyzed and reported on their sales funnel. A...
Bill Kantor
Aug 1, 20222 min read
“... full of sound and fury; signifying nothing."
(Apologies to William Shakespeare.) Beware of too much of the wrong analytics. Revenue operations and sales management go to a lot of...
Bill Kantor
May 26, 20224 min read
You don't need "AI" forecasting
Just define what you mean by probability; your forecasts will improve, and you can get most of what you get from "AI" forecasting...
Bill Kantor
May 26, 20224 min read
You don't need "AI" forecasting (part 2)
Do this one thing and you will have most of what you get from the AI forecasting engines. In part 1 of this post, we showed how to...
Bill Kantor
Mar 29, 20227 min read
Lighting Your Path: A Two-Step Process for Smarter, More Accurate Revenue Forecasts
Imagine you’re on your way to meet a date at the movies. Halfway to the theater, you check the map on your phone and realize you’ve taken...
Bill Kantor
Jan 26, 20225 min read
The demise of proprietary sales dashboards
One positive thing we got from this pandemic is the mainstreaming of stunning interactive online visualizations. It was here before, but...
Bill Kantor
Jul 14, 20213 min read
Luck or talent?
Looking for the Fisher's Exact Test calculator? Or our blog on Fisher's Exact . Successful in business? How much did luck, or lack...
Bill Kantor
Jul 14, 20212 min read
Entering the fourth dimension
In our recent blog posts, we discussed how data quality and breadth impact the accuracy of sales forecasts. While it may seem...
Bill Kantor
Jun 24, 20215 min read
This is the data you should worry about
"Big Data" has become a ubiquitous buzzword in nearly every industry that captures and leverages data to inform operational and strategic...
Bill Kantor
May 20, 20213 min read
Why so many ex-CROs?
A colleague recently related to me that his company has had six CROs in the last nine years. “It’s the C-level ejector seat,” he said....
Bill Kantor
Apr 26, 20213 min read
Moneyball for B2B sales, part 2
What else can your forecasts teach you? How to stack the game in your favor. In part one of this series, we pointed out there are...
Bill Kantor
Apr 17, 20213 min read
Forecast Accuracy
“Just how good are your forecasts?” We get asked that question a lot. It’s a deceptivly simple, but often misleading, question because...
Bill Kantor
Apr 10, 20215 min read
Moneyball for B2B Sales, part 1
One of our customers mentioned it in passing. "Funnelcast is like Moneyball for B2B Sales." We kind of like that moniker and thought we...
Bill Kantor
May 11, 20204 min read
Sales forecasts: Who wants the truth?
In a classic scene from the military courtroom drama "A Few Good Men", Colonel Nathan Jessup (Jack Nicholson) responds to a question...
Bill Kantor
Apr 7, 20207 min read
Win-rates: what can we learn about sales forecasting from epidemiologists
Sales win-rates are a simple concept but are rarely computed properly. Turns out that we can learn a lot about this from COVID-19...
Bill Kantor
Mar 29, 20202 min read
Can I roll my own?
It’s a common question. "Can we build our own funnel analytics/forecast model in <fill in the blank with your preferred analytics...
Bill Kantor
Jan 8, 20203 min read
The "bad data" lament
Yogi Berra famously said “Baseball is 90% mental. The other half is physical.” And, so it is with sales forecasting and other predictive...
Bill Kantor
Jan 8, 20203 min read
Are bigger B2B deals worth it?
Are you better off pursuing mega deals or smaller opportunities? Ask that question of sales leaders and you will get a lot of opinions....
Bill Kantor
Jan 8, 20203 min read
How much should you spend on sales and marketing?
Sixty four percent of gross profit. That’s not the answer, rather that’s the average of what we saw in our survey of public software...
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