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....
Category: Revenue Forecasting
Revenue and Profitability Guide for CFOs to Navigate Uncertainty
The goal of a finance office is to build bridges, break barriers, and enhance your sales, marketing, and FP&A teams. This can happen with the right forecasting software.
What AI Means to a Sales Leader
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...
What is revenue leakage, and how can companies fix it?
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...
What 5 things should CFO’s know today
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...
5 Tips to Improve Your Aerospace and Defense Sales Operations
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...
The Question that Keeps CFOs Awake at Night
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...
FP&A Forecasting: 5 Better Ways to Present 2022 Revenue Forecasts to Your CEO
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...
5 Ways To Gamechange FP&A’s Impact in 2022
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...
How FP&A Can Rescue Their CEOs
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...
How Deloitte Sees The Future of Forecasting
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...
12 Reasons Why CFOs Need to Dump Excel for Revenue Forecasting ASAP
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....
8 Revenue Forecasting Lessons, According to Loki
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...
How to Drive Better Revenue Forecasting with AI
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...
Sales Forecasting for the Financial Services Industry
Account planning is something all sales executives in the financial services industry dread. Forecasting a revenue outlook for your portfolio of clients, whether it’s a large multinational corporation or an individual person, can be a challenging process. A robust account plan will help a sales team fully understand the upcoming...
5 Ways to Streamline Your Sales Process and Hit Your Sales Forecasts
The key to a strong pipeline is implementing and defining a clear and formalized sales process. According to a 2015 Harvard Business Review study, companies that have defined a sales process had 18% more revenue growth than companies that didn’t have a defined process. This shows the importance of defining,...