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 […]

Keeping the Human Element in AI for Sales

Why do we accept 60% quota attainment? It seems every day I see another news story read or an article discussing the fact that somewhere between 40% and 50% of B2B sales reps in the US fail to attain their quota numbers. Why is that? There is a plethora of tools and applications available to […]

The Board’s Role in Sales Oversight

Think back to the last board meeting you attended that addressed sales. The directors likely looked at the sales numbers, compared them to plan, and probably noticed some room for improvement.   But for board members of early-stage or high-growth companies, a higher-intensity focus on sales is necessary since these organizations may not have the […]