Cien.ai’s Growth Essentials Series: The Biggest GTM Problem Is Not Always The Biggest Growth Opportunity
By Rob Kall, Co-Founder & CEO, Cien.ai “The size of the gap matters less than the value of closing it.” – Gertrude Van Horn, CIO & SVP, Cien.ai Not Every Performance Gap Is Worth Fixing Most GTM diagnostics are designed to find problems: 1. Conversion is too low. 2. One segment is underperforming. 3. Rep […]
Cien.ai’s Growth Essentials Series: Measuring Individual Reps’ Execution Effort
By Rob Kall, C-Founder & CEO, Cien.ai “The most dangerous bad-fit account is not the one you lose quickly. It is the one that looks just good enough to keep consuming your team’s time.” – Gertrude Van Horn, CIO & SVP, Cien.ai The Most Expensive Deal May Be the One You Should Never Have Chased […]
Cien.ai Growth Essentials Series: Using AI to Calculate Your True Deal Propensity Curve
By Gertrude Van Horn, CIO & SVP, Cien.ai “Relying on flat CRM stage percentages is a mathematical simplification that creates a massive corporate blind spot. If your hunter reps are treating every deal in a stage identically, you’re flying blind on pipeline quality.“ – Rob Kall, Co-Founder & CEO, Cien.ai The Analytical Blind Spot of […]
Cien.ai Growth Essentials Series: Why Your Sales Forecast is a Lie, & How AI Helps Find the Real Number
By Gertrude Van Horn, SVP & CIO, Cien.ai “A forecast should not be a wish with a dollar sign attached. AI helps separate the deals that are moving from the deals that are just sitting in the CRM.” – Ivan Redini, Director Partner Success, Cien.ai Is Your Pipeline Real, or Just “Hopium”? Most sales managers […]
Cien.ai’s Growth Essentials Series: Your CRM Forecast Is Lying to You
By Gertrude Van Horn, SVP & CIO, Cien.ai “Win rates are averages. Propensity curves are decision tools. The difference is what separates a forecast that looks right from a pipeline that actually behaves as expected.” – Gertrude Van Horn, SVP & CIO, Cien.ai Why Is Your Forecast So Confident? Most CRM forecasts are built on […]