Getting to the Root Cause of a Lengthening Sales Cycle

[ 2 -3 min read ] Most sales organizations have a well defined sales cycle, from initial contact to the closing of a deal. However, if you’ve noticed your sales cycle getting longer and longer, it can be hard to understand what’s causing it. Are you not qualifying your leads well enough? Or are your […]

Is Your Team Generating Enough Pipeline?

Sales VPs today are spending exceedingly disproportionate amounts of time trying to figure out what is going on in their sales teams in order to ensure sufficient pipeline generation. This is an acute problem for sales and revenue leaders as it is often causes reps to fail to make quota.  Pipeline generation is often measured […]

The Anatomy of a High Performing Sales Operations Team

Do you have a sales operations team? Do you have a revenue operations team? It’s what all the fashionable sales teams are wearing this season. Think of a high-performing operations team as the “sales enabler,” according to Matt Cameron, Managing Partner at Sales Ops Central, and right-hand-person to a Chief Sales Officer (CSO). “If the […]

What a Low Win Rate Really Means About Your Sales Team

Few sales leaders would say they’re satisfied with their win rate. In fact, according to research, the average win rate per sales rep is just 47%. The question is, is your low win rate due to poor lead and opportunity qualification, below par closing skills, or a lack of product knowledge? Searching for the root […]

Cien To Attend EY’s Strategic Growth Forum

Cien co-founder Margot Carter will attend EY’s annual Strategic Growth Forum from November 13-17 in Palm Springs, California to represent Cien and engage with other thought leaders in technology.  Cien uses the power of AI to identify and track key selling attributes and improve the performance of sales teams. For more information, you can download […]