I am working on a new BOOK called The Predictive Generation, which will be written over the next 12 months with 4 blog entries per month written on Monday morning. Guess you know what I am doing every weekend. I will explore the following themes and look forward to the journey with my readers.
Einstein did a lot of things in his lifetime that we recognize as genius. Einstein’s incredible conviction to challenge leadership behaviors if they were not curious to experiment or innovate is what sales leaders need to accelerate competency development in. Continually being open to try new ways of working is Einstein like behavior. Einstein believed passionately that: Imagination is more important than knowledge.
One might ask, what relevance does Einstein have to do with Sales Forecasting and Sales Pipeline Management?
Einstein did a lot of things in his lifetime that we recognize as genius. But what most people do not appreciate is his conviction and insatiable desire to challenge leadership behaviors that were not reflective of having an open and curious mind, being willing to constantly innovate and experiment to crystallize new ways of evolving.
Digiday is a leader in the media industry and has been rapidly growing year over year by 70%. Their unique sales cycle and expanding sales team posed many new challenges to them. Monitoring easily their sales pipeline in SalesForce on sales coverage, quality of deals, and sales forecasting was an ongoing challenge. One of the major issues Digiday was facing that in native SalesForce, the opportunity to pick any time dimension for forecasting was not easily accessible, so SalesChoice augmented the functionality that Digiday needed to meet their unique media industry needs.
RelationEdge Overview
RelationEdge is a CA, HQ company with offices across the USA in: Atlanta, Chicago, Dallas, Denver, LA, NY, San Diego, Irving, San Francisco and Seattle. They specialize in implementing technology solutions that are simple to use, but provide powerful information that drives their clients’ business to higher performance levels. Their methodology is based on business process engineering and sales management, employing a process first, technology second approach to solve their clients business problems. Their passion for helping clients better market, sell, and service distinguish them from their competitors.
Our life is frittered away by detail … simplify, simplify.’ ~Henry David Thoreau
The Value of Analytics use soars among Top Sales Teams.
Where there’s analytics use, there’s likely a winning sales organization. High-performing sales teams are 3.5x more likely than underperforming teams to use sales analytics. Across teams at all levels, we’ll see a 58% increase in sales analytics use from 2015 to 2016. Smart selling, fueled by technologies like predictive analytics, starts piquing sales teams’ interest and is expected to jump 77% among high performers in the next 12–18 months (SalesForce Report, 2015).
Sales cycles are long. Even after spending hours preparing the best proposals, you’re no closer to your quota. Don’t you wish you were spending less time researching your sales accounts and more time selling to them?
What if you could also avoid the worst deals — the ones that were doomed from the get-go? The amount of data sales organizations have to deal with has grown by 100x in recent years. Data is drowning sales professionals’ productivity. How do you get above the dark clouds?
In today’s attention deficit deprived world, sales forecasting accuracy has increasingly become more complex and consequently higher error rates. According to Sirius Decisions, companies estimate on average that they spend 2.5 hours per week and managers 1.5 hours on forecasting. Yet, nearly 80% of sales organizations don’t forecast within 10% of where they eventually land. They often don’t anticipate missing targets or realize too late in the quarter to take action.
MAY 16, 2016 SALESCHOICE COMPANY NEWS
SalesChoice Inc., a Predictive and Prescriptive Analytics SaaS Company specializing in sales analytics and an ISV Certified App of Salesforce, has partnered with RelationEdge to advance its North American channel reach to small and mid enterprise businesses.
“We have partnered with RelationEdge due to their depth in Salesforce Systems Integration and their world-class process value proposition to understand customer needs first before deploying technology. Partnering with RelationEdge enables us to rapidly grow our Data Science and Analytics offerings and leverage their and go-to-market expertise,” said Dr. Cindy Gordon, SalesChoice CEO and Founder.
For Immediate Release:
SalesChoice Recognized as Leading Sales Management Solutions Provider
SalesChoice Inc. has been officially recognized by the CIO Review in their 2016 annual listing of 20 leading companies that are at the forefront of providing sales management solutions.
Todays sales managers and sales professionals are leveraging social, mobile, big data, and cloud technologies to optimize the way they gain and retain new customers.