Fit & Interest Analysis
The Customer is Always Right
But Some Are More Right Than Others
Just like all reps are not created equal, all deals are not created equal. There are myriads of factors that affect the likelihood that a lead will turn into an opportunity and that an opportunity will be won.
In addition to standard fields such as firm demographics, contact roles, and geographical location, we also look at prospect intent and behavior to measure both the Fit (I.e. the general suitability of your solution for this account – this is hard to change) and Interest (i.e. the current level of interest the customer shows – this can often be improved with effective sales pitches).
Time is Money -
Work on the Right Deals
Most companies today move towards outbound prospecting, to augment their inbound leads. Some have dedicated Sales Development Reps (SDR/BDR).
The absolute biggest gift you can give your SDR team is a prioritized list of good prospects. With Cien it’s a click of a button. Then you can see whether they actually followed it.
Before You Commit
To A Number, Ask Cien
A common sales leader pitfall is to rely on “Pipeline Coverage” to make your number. E.g. you incentivize your reps to create 4X their quota in pipeline. What tends to happen? The pipeline magically appears, but is it real?
Cien.ai makes it easy to call “BS” on phantom pipeline, since each deal also has associated win rate predictions, calculated on the factors above including who the customer stakeholders are and how much effort has gone into qualifying. Wishful thinking deals will be exposed!
Truly Data-Driven & Actionable Assessments
Booking Budget Stress Test
Dig in on specific sales performance problem areas
See how you compare against your peers, with industry benchmarks
Management Consulting style reports with quantitative & qualitative analysis
Specific action items and tools to improve areas of weakness
Repeat the assessments for free, every 90 days to show your progress to stakeholders*
* (Available for one calendar year, to customers who have an active Cien app subscription for their entire Sales team)