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 […]
Cien.ai Growth Essentials Series: The Zombie Deal Epidemic: How AI Exposes Phantom Sales Pipeline and Dead Deals
By Gertrude Van Horn, SVP & CIO, Cien.ai “A pipeline full of deals that look alive but have no pulse creates a dangerous illusion of progress for leaders and quietly drains the enthusiasm and motivation from your reps and their most precious resource: time.” – Rob Kall, Co-Founder & CEO, Cien.ai The Illusions in Your […]
Cien.ai Growth Essentials Series: Why You Might Be Firing Your Best Sales Rep.. (And Don’t Even Know It)
By Gertrude Van Horn, SVP & CIO, Cien.ai “Most sales leaders manage by the scoreboard, but the scoreboard only tells you what happened. By the time the quarter ends, it’s too late to fix the outcome. We empower our clients to look ‘under the hood’ at the hidden human factors so they can stop guessing […]