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Sales Effectiveness: Forecast Accuracy & Territory Design

According to a recent webinar from the Sales Management Association, some key areas where firms lack effectiveness around sales include: forecasts that help management anticipate results (including forecast accuracy) optimally designed territories tools that quantify future deployment or incentive changes Comparing these results there are two clear areas for improvement: forecast that help management anticipate results …

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Millennials and AI

Undoubtedly, two of the biggest trends changing the sales landscape at the moment are millennials and AI. I wrote a blog about millennials not too long ago. Much has been written about the negatives of the changing generational dynamic but I think it represents a huge opportunity. I recently was at an event put on …

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Sales Acceleration Technology: CPQ (Configure, Price, Quote)

This blog is the last in a series which started with Avoiding Failure In Your Sales Acceleration Project and whilst past blogs focused on Incentive Compensation and Call Technology, this blog will focus specifically on CPQ (configure, price, quote) functionality. CPQ is by far one of the most, if not the most, complex sales acceleration technology …

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