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 […]
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 […]
A few days ago, I had a conversation with a member of our Board. As a Director who sits on several high tech start up boards, she has attended more than her share of Board reviews. Her comments could be summarized in saying that Sales Leaders who are not making their numbers all say the […]
Whether you’re a numbers person or not, advances in technology and data management are continuously creating new opportunities for transforming and improving an organization’s sales effectiveness. To understand how sales managers can improve their teams’ sales performance, we spoke with Mike Kunkle, founder of Transforming Sales Results, LLC and Vice President of Sales Enablement Services for the […]
Dallas, TX, November 20th, 2019 – Cien Inc., a leading provider of AI-powered sales performance solutions, today announced the launch of its new Hidden Revenue Assessment. Cien’s Hidden Revenue Assessment applies over 100+ AI models to a company’s CRM data to reveal the factors that are preventing their teams from achieving their sales quotas. […]
“It’s not that a rep has to be amazing at everything. They just can’t be terrible at anything.” – Rob Käll, Cien CEO. Cien’s CEO and co-founder, Rob Käll joined Joe Vignolo on Outreach’s Sales Engagement Podcast. Outreach.io is a leading sales engagement platform that accelerates revenue growth by optimizing interactions throughout the customer lifecycle. […]
While selling has never been easy, it hasn’t become harder either. Selling has become a more refined process where efficiency is key. Increasing sales performance requires operational awareness of the quality of leads generated from marketing as well as the performance of individual salespeople. With artificial intelligence (AI), your business can understand the deeper dynamics […]
Quota attainment went from 63% in 2012 to 53.8% in 2018 – that’s nearly a 15% drop. Today, we constantly hear that “sales are harder than ever before”. The question is – is this just a perception or reality? To understand how much sales have changed and how managers can improve their teams’s sales performance, […]
Company to accelerate its US market presence as spending on AI-powered sales solutions expected to grow 54% by 2022. Cien Inc., a leading provider of AI-powered sales productivity solutions, today announced the completion of a seed round totaling $3.5M, $1.2M million of which was provided by Global Venture Capital firm Elaia, with follow on from […]
Using Cien’s AI, Salesloft users can measure the qualitative factors that influence a sales team’s performance such as team mood, work ethic, product knowledge and more. In a post on the Salesloft blog, Cien CEO and Co-Founder Rob Käll discusses how Salesloft users can measure intangible metrics such as work ethic, product knowledge and closing […]
All reps are not created equal. By applying AI to their data in Salesforce, sales leaders can detect changes in selling skills before they impact revenue. How do you quantify a rep’s product knowledge or engagement ability? Leveraging data from 140M+ daily sales predictions, Rob Käll, Cien CEO, appeared on Donald Kelley’s The Sales […]
“Before starting his first company, Rob worked at an enterprise software company, calling it his “Office Space days,” but decided that wasn’t what he wanted to do anymore.” Cien’s CEO and co-founder Rob Käll joined Omer Khan on The SaaS Podcast to reflect on his personal journey as a serial entrepreneur in the world of […]
