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 →
London decided to shift seasons the day I met Anna Inman, Sales Operations Director at Tungsten Network. We sat down on a picnic bench just off Cannon Street, battling the eager wind and tucking our paper napkins under our coffee mugs for fear of them being swept away. We got the first sips and some... Continue Reading →
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 →
I came over all autumnal as I made my way through the Victoria Gardens towards Embankment café. Browning leaves gently made their way to the footpath below, occasionally being thrown off course by the cool Thames breeze. I was about to meet Will Dean, Global Head of Sales Operations at Persado. Will started life at... Continue Reading →
"It was hotter than the sun the day I met Jay, Head of Operations at Doctify. As I weaved my way through the eclectic Camden High Street, I wondered how Jay might approach the fundamentals of sales ops given his experience at giants IBM, followed by tech start-ups like GoodLord and Triptease. As I waited,... Continue Reading →
Yeah, yeah. You're probably already thinking "Oh, wow. Another blog article about how cold calling may or may not be dead, how dull". Well, I'm afraid you're right. However, given we're still faced with either marketing to our prospects, or selling to them, I think we owe it to the latter 50% and the wonderful... Continue Reading →
We all focus on our revenue targets and we all obsess over our live pipeline, but what if we shift our focus to pipeline generation and pipeline composition instead? In this short piece, I’ll share 5 key pipeline management considerations to bolster your chances of hitting target. The breakdown: Pipeline Value Opportunity Volume Composition Pipeline Pace... Continue Reading →
