There is a lot of stuff around these days about telling stories with data. I have been a big fan of the late and great Hans Rosling for years. His approach to telling upbeat stories about the progress of humanity with data is inspiring. The Gapminder foundation that he set up has some great tools […]
Dealing with discrete Opportunities with a single close date and value is straightforward with Salesforce.com’s native Opportunity capabilities. Where things get a little more complex is when you have a single Opportunity that will result in a number of revenue recognition events. Typically this will be for repetitive subscription type transactions. The classic (and recommended) […]
Motivating management teams with business data is pretty straightforward, motivating sales teams to collect that data less so. CEOs like to have a dashboard to see how the business is doing. How was the last quarter performance and how does the next quarter’s forecast look? At the other end of the sales data pipeline you […]
It sounds great – you have hundreds of new sales leads delivered to you via a new partner. Your partner is a big bold player with a strong brand and excellent recognition across a broad customer base. Maybe a little too broad – you are a niche player and you have a ground-breaking product built […]
You are staring at your sales funnel. Not long until year end and the sales people have started confessing. You feel like screaming ‘You waited until now to tell me this?’ Here are 5 top tips to help reduce Sales Funnel Anxiety: Expose the nudgers. Do the deal close dates keep being pushed forward? Make […]
