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As anyone in sales knows, the key to success is to generate a consistent flow of leads that the business can convert into customers. However, simply generating leads is not enough — it's also important to have a system to manage them. This is where a sales pipeline comes in....
In a few years, sales leaders will ask what we ever did without artificial intelligence. The reality is that sales AI is changing the game for sales reps. It is making it easier than ever to identify and qualify leads, close more deals, and increase productivity. Sales AI provides real-time...
Revenue leakage occurs when a company experiences a shortfall in expected revenues. As any business owner knows, generating revenue is essential to the success of any company. Without a steady income stream, it would be impossible to cover operating costs, pay employees, and make a profit. Therefore, it is critical...
If you have a hypergrowth company, you know that explosive sales growth is essential to your success.But how do you go about scaling your sales organization to support that growth? This blog post will discuss some tips for growing your sales team rapidly. We'll also look at some of the...
You may have noticed it: This is a strange moment for businesses. On the one hand, economic growth is skyrocketing across the board. Demand is through the roof, and more and more people are attempting to get their lives back to some semblance of normal after more than two years...
ForecastEra’s Sales Forecast Navigator just got even better. Gaining insights to drive predictable sales performance has never been more accessible. Sales teams can be confident in forecasting with advanced artificial intelligence (AI) models and influence paths to engage more closely with decision-makers. ForecastEra enhanced several Sales Forecast Navigator features to...
With the aerospace and defense industry booming with revenue ($697 billion, reported in 2020 according to PriceWaterhouseCoopers), it’s no surprise organizations are looking to capitalize on this market. While enterprise-level sales operations at Fortune 500 companies like Boeing use ForecastEra products to help land huge deals, there are plenty of...
Many manufacturers discover that their most significant competitive advantage is their sales and operations planning department. Sales and operations planning (S&OP) is an executive management process where real-time sales data leads to increasingly accurate financial forecasts, production plans, inventory, supply chains, etc. Each element continually informs the others. Previously, sales...
What’s the one thing you’re missing when you try to coach your large sales team? How can you be sure that your sales teams are promoting the right products to the right people? How can you train global teams at scale or one-on-one with the individual salespeople who need your...
Night terrors can strike CFOs no matter how big their company is. For many finance professionals, judgment day comes down to company value. So how can you drive value and revenue when it’s a challenge just to keep your business afloat? The answer: With advanced revenue analytics. You need real-time...
What’s the best sales operations tactic? There is a definitive answer.Like the three blind men trying to describe the whole elephant based only on the parts they can feel, different sales operations leaders are biased based on their mental models or sections of the market. This is why getting comprehensive answers...
Financial planning and analysis professionals are close to the C-suite but sometimes feel that they toil unappreciated in a dungeon. So how can the FP&A department make a difference? In the second part of our series on FP&A Forecasting Tips, we look at how to present the information you have gathered...
The last 24 months have shown that robust account planning can make or break a sales organization. You better believe that 2022 will drive that lesson home. As large teams that use Salesforce start the new year, account planning has gone from nice to critical. Best practices sometimes seem like...
Can you see the invisible financial KPIs that can grow or kill your company? Financial planning and analysis (FP&A) is the only function capable of getting a comprehensive view across all departments. FP&A's job is extremely time-consuming because of departmental silos, and different KPIs. FP&A needs to work smarter and...
Predicting the future is always difficult, but now with markets and supply chains gyrating so quickly, it is nearly impossible. So Financial Planning & Analysis folks do what they’ve always done. They come to the rescue. A CEO isn’t asking for perfect predictions, just general directions about the landscape. FP&A...
ForecastEra empowers corporations to drive predictable revenue growth by finally connecting sales and finance. RESTON, VA – October 19, 2021 ForecastEra today announced a new seed round investment of $4.5 million, led by Ringbolt Capital. “This oversubscribed round signifies investors’ recognition of our triple-digit growth in a huge addressable market....
Want a sure thing to improve your sales performance sevenfold? Follow account planning best practices. I’ve seen our customer data that proves account planning works. Industry leaders report an average sevenfold increase in win rate when they follow account planning best practices. In addition to higher win rates, with account planning best practices...
As a former CFO and analyst at PwC, I’ve learned to respect what Deloitte says about a topic, especially when that topic is near and dear to me like financial forecasting.Check out Deloitte’s analysis about financial planning and forecasting in today’s environment. Although it’s short, a few things jumped out...
You’re in a destructive spreadsheet relationship, and this is an intervention to rescue you. This old relationship is actively sabotaging you in ways that you’re not seeing. Worse, it is making promises it will never deliver. Like many CFOs, I fell in love with spreadsheets when I was a teenager....
Should you hire the God of Mischief as your next CFO? As a CFO, I’ve found eight honest-to-goodness financial forecasting insights reflected in Marvel Studios’ Loki, a six-episode series currently streaming on Disney+. What does Loki have to do with the reasons we built an integrated system for CFOs like...
I was listening to a sales podcast recently when one of the guests said he’d like to Moneyball his sales operations. Moneyballing is a goal that is often discussed, but in my experience, most companies don’t know how to do it right. In case you don’t know, Moneyball: The Art...
As a former CFO, I know that revenue forecasting is a heavy lift, even for high-tech companies that think they already have their finger on the pulse of the marketplace. For most companies, there are two cumbersome and time-consuming steps: Assemble data from across your organization, from disparate sources, data...
As a former CFO, I know that accurate, real-time forecasts can make or break a company. That’s why I’m thrilled to announce major updates to ForecastEra Revenue Forecast Navigator and ForecastEra Sales Forecast Navigator. Separately, each native Salesforce application delivered breakthrough forecasts. Now, we’ve made them even more powerful by...
You’re saying it wrong. Whether you call it Account Planning, Key Account Management, or Strategic Account Planning, there is a simpler term that’s been around for ages: customer service. Don’t get distracted by the many available account planning tools (Altify, Revegy, Demand Farm, Prolifiq, or even ForecastEra’s Account Plan Navigator,...
RESTON, VA – 4/28/21 ForecastEra’s Account Plan Navigator, recognized by Gartner as one of only two account planning apps native to Salesforce, just got a major AI overhaul. As before, Salesforce enterprise users deploy ForecastEra’s Account Plan Navigator to scale up account planning best practices across their entire sales organization....
