The Art of the Grand Entrance

Speaking in his “Prospecting in Ludicrous Mode” webinar, Sam Nelson of Outreach mentioned that “first impressions are key”, and like anything worth turning up to, making a grand entrance is necessary. It’s a sentiment that I’ve utilised in the year I’ve been with Kluster, and now seems an apt time to share my take on... Continue Reading →

Plodding Pipeline

Many of us look to get a strong forecast steer based on a weighted stage model. The idea being that if we have £100k at stage "negotiation" and our weighting is 40% we're good for £40k, right? Not necessarily. We need to start breaking our pipeline down, not by stage but by category, and then... Continue Reading →

Mastering the sales curve

What’s Your Sales Curve? Everyone has a curve. Mastering it is what gives you the edge. Your sales curve represents the pattern with which you tend to sell, over your reporting period – typically a month or a quarter. Assuming you work over a month (although this is equally applicable to longer periods), your sales... Continue Reading →

The Metrics Series: Funnel Conversion Rate

I’ll begin by stating that the next three posts are simple posts. Posts that will detail only three key metrics and will explain exactly why these little beauties could keep you busy with revenue-defining initiatives to infinity and beyond (Buzz Lightyear, 1995). We Europeans are still fairly fresh on our journey into data-driven insights. Yet,... Continue Reading →

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