• How Sales Leaders Leverage Data to Improve Forecasting Accuracy?
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    Sharad Verma - July 31, 2019

    This week, we chat with Michael Williams, Co-Founder of the Silicon Valley, VP Sales Forum. Across his 30 year career in Silicon Valley, Michael has held sales leadership roles with Exodus, Netsuite, and Apigee.  Michael shares how top sales leaders use data within their organization to be on the top of their forecasts, the limit...

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  • How are top sales leaders forecasting in H2 2019?
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    Sharad Verma - July 25, 2019

    After Siebel promised the CFO that “our software will tell you if you are going to make your number or not” more than 39 years ago, 79% of the companies still miss their forecast by more than 10%.

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  • How to keep your sellers from wasting time on bad deals?
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    Sharad Verma - July 23, 2019

    Typically, high volume mid-market focused sales organizations have hundreds of deals moving within their pipeline. A lot of those deals are the ones where the prospect has no real intent of buying, and those deals are not qualified enough to merit your seller’s continued attention. Sales managers, on average manage 7- 8 sellers and combined w...

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  • Is There a Silver Bullet to Forecasting Accuracy?
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    Sharad Verma - June 24, 2019

    Siebel promised the CFO that “our software will tell you if you are going to make your number or not”. That was more than 39 years ago. And with more than 79% of the companies still missing their forecast by more than 10%, that promise is still unfulfilled. This is a central question that affects every VP of Sales especi...

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  • The Hockey Stick Sales Forecast Problem
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    Sharad Verma - June 24, 2019

    Hockey Stick -- a.k.a, a lot of deals actually closing in the last 3 days of the quarter - is what keeps sales leaders up at night. What is worse is that when sales teams are under a lot of pressure to close, they give away the farm, making deal sizes smaller. Smart b...

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