Measuring Value To Succeed In Uncertainty

[ 2-3 min read ] According to research by McKinsey & Company, there are three scenarios of COVID-19 affecting the world economy. Unpleasant as it is, let’s look at scenario #3 since they label it as ‘the most likely’. Scenario Three & Most Likely: The middle of Q2 sees some progress of the containment of […]

Does Quota Even Matter?

  Several years ago, in my last position as a major account executive, my brand new first-line sales manager asked me to sit down with him so he could give me my new quota for the year. I told him that I did not care what quota number he assigned to me and that the quota […]

End the Bickering Between Marketing and Sales

Firms can earn big returns by effectively measuring each step in the sales and marketing process Do you hear your Sales leaders complain to Marketing that their teams are not getting enough high-quality leads?  Are the Marketing folks pointing to the high volume of leads that fit the Ideal Customer Profile criteria and have shown […]

Quantify Intangible Sales Factors Using AI

Cien’s Co-founder and CEO Rob Käll recently joined global sales expert Andy Paul on the Accelerate Your Sales podcast. “Accelerate Your Sales” includes in-depth conversations with 700+ of the leading sales and marketing practitioners from top sales executives and industry leaders such as Salesloft, Outreach, DiscoverOrg,  Salesforce and many more. With 2,000,000+ downloads and counting, […]

21 Stats Every Sales Leaders Should Know

Whether you’re a numbers person or not, here are 21 stats that every technology sales leader should know.   Sales Quotas & Win Rates 1. Only 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management. (CFO Alliance) 2. 64% of sales organizations reported correct […]