Sales Leadership When The Future Is Unclear

[ 2 -3 min read ] Without A Clear And Adaptive Sales Strategy, Customer Acquisition Efforts Fail We have heard paraphrased versions of this again and again. Despite this, sales leaders frequently find themselves managing in situations of strategic ambiguity. As the pace of change continues to accelerate, sales leaders are quickly learning management agility […]

21 Stats Every Sales Leaders Should Know

Whether you’re a numbers person or not, here are 21 stats that every technology sales leader should know.   Sales Quotas & Win Rates 1. Only 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management. (CFO Alliance) 2. 64% of sales organizations reported correct […]

Keeping the Human Element in AI for Sales

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 […]

The Board’s Role in Sales Oversight

The Board’s Role in Sales Oversight
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 […]

What the Board Thinks of Your Sales Numbers

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 […]

Cien Launches New Hidden Revenue Assessment

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. […]

What a Low Win Rate Really Means About Your Sales Team

Few sales leaders would say they’re satisfied with their win rate. In fact, according to research, the average win rate per sales rep is just 47%. The question is, is your low win rate due to poor lead and opportunity qualification, below par closing skills, or a lack of product knowledge? Searching for the root […]

Achieving Sales Mastery with AI

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, […]

Dallas Startup Week 2019

Cien is set to attend Dallas Startup Week, a five-day event that is focused on connecting and uniting startups, innovators and community leaders. DSW 2019 will consist of over 150 sessions across 16 tracks, including Artificial Intelligence, Cybersecurity, AR/VR, and Capital and Funding.   DSW 2019 will host a number of renowned speakers such as […]

Cien to Present at BCG’s PopTech Experience

Cien will be one of several innovative companies in the tech industry represented at Boston Consulting Groupś POPTECH Experience in Berlin on September 19th.

Women Talk Sales Productivity

women talk productivity
Where are the women in sales? What advice would female leaders give to those who aspire to lead sales teams? In a new ebook entitled Women Talk Sales Productivity, Cien gathered leading saleswomen to hear their accounts of the current sales landscape, its best practices, and advice to future saleswomen looking to make their mark in […]

Rob Käll Addresses International AI Conference

Cien Co-Founder and CEO Rob Käll addressed the attendees of the 2018 Artificial Intelligence International Conference in Barcelona. In a lively presentation, Rob Käll covered a touched on variety of ways in which machine learning is set to change our lives, including technology sales, dating and job searching. Building on concepts borrowed from data science and […]