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How Predictive Forecasting Can Improve Forecast Accuracy


How Predictive Forecasting Can Improve Forecast Accuracy

“Nestle Profit Declines as It Misses Sales Forecast” “Deere Offers Soft Outlook after Sales Miss” “EBay Forecast Misses Estimates as Marketplace Growth Stalls” As a tough economic environment appears to return, such news is becoming common. Forecasting sales is a tough challenge and companies have long relied on teams of analysts crunching numbers in Excel […]

4 Steps to Becoming a Predictive Sales Organization


4 Steps to Becoming a Predictive Sales Organization

InsideSales.com is currently engaged with thousands of companies, working to equip their sales teams with the latest in predictive sales capabilities. Through our interactions with these customers, InsideSales.com has noticed that as the forecasting abilities within organizations mature, they each follow a similar journey. If you’re looking to adopt a predictive forecasting solution for your […]

Improve Sales Forecasting With Version History


Improve Sales Forecasting With Version History

Tracking sales performance behavior is a complicated process. That’s because as leads and opportunities develop and solidify in the real world, the underlying data is constantly changing. And while there are a wide variety of technologies built to monitor sales performance, most traditional platforms are often ill equipped to handle changes in data, leading to […]

How Fear of Commitment Is Killing Your Sales Forecasts


How Fear of Commitment Is Killing Your Sales Forecasts

How accurate and actionable are your sales forecasts? Research conducted by C9, which is now part of InsideSales.com, reveals that sales reps often delay committing to winnable deals. Sales reps tend to only commit to deals they feel confident about, but that leaves a lot of winnable deals uncommitted, especially early in a quarter. The […]

3 Deadly Sales Forecasting Mistakes (And How to Avoid Them)


3 Deadly Sales Forecasting Mistakes (And How to Avoid Them)

In many organizations, sales forecasting is almost a completely manual process run on spreadsheets. That means the sales leader has to chase down individual reps for information, manually merge all the data, and painstakingly validate it. No matter how hard you try to maintain accurate forecasts, your spreadsheets are likely to contain errors. Credible research […]


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