Practical RevOps Analytics Series: The Poker Analogy – Expected Value in Sales
By Rob Kall, Co-Founder & CEO, Cien.ai “Poker is so volatile that it’s possible for a theoretically winning player to have a losing streak that persists for months, or even for a full year.” – Nate Silver, Statistician & Author The Cold Streak Every experienced seller knows the dreaded feeling of a cold streak. Weeks […]
Practical RevOps Analytics Series: Can You Claude Your Way to RevOps Success?
By Rob Kall, Co-Founder & CEO, Cien.ai “I connected Claude to my HubSpot instance yesterday to try to get some forecast data — and itwas complete garbage.” – CFO, Mid-Market PE Owned Company The Dream: Automating RevOps If you ask any Revenue Operations leader what their dream setup looks like, the answer isusually simple: automation. […]
Practical RevOps Analytics Series: How to Use AI to Measure Your Reps’ Skills
By Rob Kall, Co-Founder & CEO, Cien.ai “Skills multiply in Sales — you don’t have to be excellent in every single one to be an over-performer, but if you are a 0 in one or two, you will always struggle.” – Rob Kall, CEO & Co-Founder, Cien.ai Why Is This Still So Hard Sales performance […]
Practical RevOps Analytics Series: How to Estimate an Account’s Potential ACV
By Rob Kall, Co-Founder & CEO, Cien.ai “We were surprised that we had a high propensity segment of the market that had almost completely ignored where the potential ACV was over $1M per account.” – Public Company CEO The Problem: Your SAM Isn’t Useful Without This Quantifying your Serviceable Available Market (SAM) is essential—whether you’re […]