Rich Data, Poor Results: Four Reasons Big Data is Failing Your Sales Department

By |September 20th, 2016|Dreamforce|

I have no data to back this up, but it seems that the jargon cycle is accelerating. Today’s technology buzzwords have shorter half-lives than their predecessors, for reasons I’m not entirely sure of. It took [...]

In the Era of Big Data, the Best at Analysis Win the Compensation Battle

By |June 23rd, 2016|Commissions|

We’ve said it repeatedly: automated commissions systems are much more than mere calculators that spit out checks for your sales teams. They do a lot: they eliminate the vast majority of disputes, they avoid overpayments [...]

Start analyzing now, predict the future tomorrow

By |March 18th, 2016|ThunderBridge|

With the increasing pace of business, sales and marketing executives must respond quickly to meet the changing needs of customers and partners. But that's easier said than done – especially when it's hard to discover [...]

Sales Forecasting: the Dark Art that Can Doom Your Business When Done Wrong

By |September 1st, 2015|Lead to Money|

Ever noticed how sales managers and sales VPs all get a little weird around forecast time? There’s a bit of edginess in the air; they’re forced into looking at data, and extrapolating some meaning from [...]

Analytics are great, but they’ll never be as useful as asking customers

By |January 15th, 2015|Clicktools|

In his autobiography, Mark Twain said "There are three kinds of lies: lies, damned lies and statistics.” If commenting on business life today, Twain may well have said, “There are lies, damned lies, statistics and [...]

In the Wake of Wave: How Technology Can Help – and Hurt - Sales and Marketing Alignment

By |October 22nd, 2014|Marketing|

It’s hard to leave Dreamforce and not be energized. From the concerts to the keynoters to the sessions, does a great job of pumping up its audience – not just with excitement and energy, [...]

The Internet of Things: Connecting the Dots

By |January 31st, 2014|Other|

When did science fiction become science fact?  The Internet of things is making what was once thought of to be impossible, very, very real. Internet connected cars, sensors on food, clothes and everything in between.  [...]

Top 3 Sales and Marketing Effectiveness Trends From 2013

By |December 27th, 2013|Marketing|

As 2013 quickly comes to a close it’s only natural to take a look back and see what trends the year brought and how they will continue to impact business in the year ahead.  Let’s [...]

Combine Pipeline Analytics and Sales Methodology Coaching to Move B Players to A Players

By |September 24th, 2013|Sales Performance Management (SPM)|

By Mike Kunkle Director of Product Development, Richardson In this era of Big Data, with the whirlwind of technology at our backs, and with everyone chanting how much buying and selling has changed, there are [...]