web analytics

sales forecasting


Use Prescriptive Opportunity Scoring to Win More Deals This Quarter


Use Prescriptive Opportunity Scoring to Win More Deals This Quarter

Even with all its metrics and indicators, sales is very subjective. Despite the advances in online procurement, there are still many businesses that rely on human-to-human contact to make sales. And humans are prone to making judgments based on emotions. We’re all familiar with conversations we’ve had with managers or reps who rely too heavily […]

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 […]

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 […]

How Marketo Tamed the Sales Data Beast


How Marketo Tamed the Sales Data Beast

Marketo, the marketing automation juggernaut, is one of the fastest-growing SaaS companies in the world, winning more than 3,300 customers in 36 countries in just eight years. Its rapid growth, however, soon outpaced the company’s ability to efficiently analyze sales data, deeply understand the status of deals, and project accurate revenue forecasts. Sales leaders struggled […]

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 […]

InsideSales.com Acquires C9 to Optimize Entire Sales Funnel


InsideSales.com Acquires C9 to Optimize Entire Sales Funnel

In late May, InsideSales.com acquired C9, a company that helps sales teams improve pipeline visibility and forecasting accuracy through predictive analytics. By joining forces with C9, InsideSales.com extends its reach across the entire sales organization (providing innovative technologies for both inside and outside sales teams) and allows the company to apply predictive and prescriptive analytics […]

Analytics, CRM, and “Sales Prevention”


Ran into a great blog by Bob Apollo (@bobapollo on Twitter) on the Inflexion-Point Blog this morning that really got my wheels turning, entitled “Is your CRM system a sales prevention system?” Since one of my company’s biggest products is a lead management CRM, I was intrigued by Bob’s five “danger signs” that a company’s […]