December 15, 2014
The End of the Manual Forecast

You’ll be hard pressed to find a sales person who can’t quote at least a line or two from Glengarry Glen Ross. While we love the movie because it shines a spotlight on some of the more absurd aspects of sales, too many companies have taken the “Coffee’s for Closers” speech seriously. They lean on reps until the forecast goes up, not realising that such high pressure tactics don’t move the needle on what counts—closing deals.

December 8, 2014
Why LinkedIn Should Pay Attention to Salesforce’s Most Important Acquisition to Date

While Salesforce.com has established itself as the juggernaut of sales force automation (SFA), many are starting to question the value of the claim the company has staked. Since its inception, SFA has taken heavy fire from front-line users who view it as “all take, no give.”

December 5, 2014
C9 Predictive Sales Review

Anything that can reduce the uncertainties associated with sales, and increase sales productivity has to be worthy of attention. C9 employs predictive analytics technologies (real predictive technologies and not the simple forecasts some other suppliers employ) to help predict how much might be booked, which deals are likely to close and the next most productive action.

November 26, 2014
New C9 Sales Application Harnesses the Power of IBM Watson

Every day, sales representatives encounter challenges that could be addressed more quickly by having timely access to the right information. C9 Sales Advisor allows them to ask spontaneous questions related to the sales process and then delivers relevant responses.

November 25, 2014
Predictive Analytics for Data Beginners: An Introduction

When it comes to marketing, predictive analytics are rooted in two main criteria: trends and correlations. Effectively, we want to be monitoring trends and velocity of conversation to determine if there is a topic gaining momentum and exponentially increasing in mentions.

November 10, 2014
Welcome to the Age of Context-Driven Sales and Marketing

The next generation enterprise software for sales, services and marketing such as marketing automation or customer relationship management (CRM) solutions will deliver personalized and highly contextual intelligence to sales, marketing and services organizations.

October 23, 2014
Salesforce is onto something. It’s about time we put our data to work

The amount of customer data we have access to has increased by 110,000 percent over the past two decades. But over the same period, forecast accuracy has actually dropped from 84 to 76 percent, according to academic researchers.

September 18, 2014
8 Ways To Build And Use The New Breed Of Data-Driven Applications

Software-as-a-Service and cloud computing has been transformational for the software industry, but compared to what is coming next, you ain’t seen nothing yet.

July 23, 2014
3 Reasons Your Sales Team Needs Data Science

Sales forecasts are often one part guesswork, one part analysis, and three parts wishful thinking. And yet, sales forecasts are critical business tools used to make big decisions on everything from hiring to budgets to expansion plans.

June 9, 2014
C9 Launches OppScore to Drive Sales Forecast Efficiency

OppScore works by analyzing its vast data set through a machine-learning approach, and using waves of hierarchical models to understand what drives opportunity scores.

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