Trending Sources

3 Steps To Improve Sales Forecasting

It's All About Revenue

The CSO Insights 2013 performance study reports that only 46.5% of deals forecasted to close make it to the finish line. If you are sales leader and you are giving a forecast to your CFO for that is off by 50%, that’s a big problem. Inaccurate sales forecasting is not an easy problem to solve. It’s not a need for a better CRM or BI reporting tool. Establish data goals.

7 Steps to Ensure Sales Forecast Accuracy

Sales Prospecting Perspectives

Their sales forecasts are weak, or non-existent, and that fact affects their bottom line. Your sales forecast influences numerous decisions in your company’s sales process. weak sales forecast not only affects commission checks, but also the success of your entire organization. Make updating the forecast fast, easy & mandatory for your reps. This week? This quarter?

Why Marketing—Not Sales—Is the Best Sales Forecasting Engine


But smart marketing executives are now thinking beyond ways to merely drive growth and realizing they are also the best equipped people to forecast it. With the visibility and data available to marketers today, marketing departments are the ones able to accurately forecast sales furthest into the future. No department’s forecast capabilities — sales included — comes close.

Why You Can’t Do B2B Marketing Forecasting Without Attribution


While that is tremendously valuable in itself, marketing attribution perhaps contributes even more value by helping marketers use the integrated marketing and revenue data to accurately forecast future business outcomes. Attribution solutions provide rich customer data that is the foundation for accurate forecasting. The Bizible 2016 Forecasting Process. Right-to-Left.

Why Can’t I get an accurate forecast?

Your Sales Management Guru

Why can’t I get an accurate forecast? Monthly forecasts by the sales team are always off by a wide margin, when asked, the sales team has no idea as to why they can’t predict accurately. The first action is not to ask for a forecast. Yes, remember forecasts are like the weather person on TV-they have just so so odds of being accurate. After all the salespeople have forecasted the sales leader would say: and if you don’t hit your goal of $100,000 each of you will owe me $500! The salespeople do have not a defined closing plan for active opportunities.

Fintech: financial technology explained – including impact, technologies, evolutions and forecasts


Banks are going through significant changes. In consumer/retail banking, the demands of customers are increasingly about interaction and banking possibilities with a clear focus on digital and mobile banking services. We’ve mentioned the many transformational challenges for banks, from among others the customer perspective, previously. They are joined by an increase of both usage of […

Does Sales Team Confidence Prohibit Accurate Sales Forecasting?

CMO Essentials

Nevertheless, this confidence gene can negatively impact enterprise performance if it is allowed to unduly influence sales forecasting and corporate planning. Enterprise Sales Forecasts Are More Crucial Than Ever. In this context, they must focus attention on the revenue forecast (arguably the most crucial contribution that sales makes to overall planning and strategy). At

2011 Social Media Forecast: Digging deeper

grow - Practical Marketing Solutions

Most of the forecasts I’ve seen have missed some important ideas.  ROI and measurement Social scoring futurist 2011 social media forecast klout social media predictions social media trends social scoringIt’s traditional to make predictions for the upcoming year but I hate being traditional.  Yet … it’s just too irresistible — so much happening!

The Art (and Science) of Forecasting Lead Requirements

Marketing Action

The ability for marketers to forecast the number of new leads to be generated is essential for any analytically driven B2B organization. There are two different methodologies to forecast leads, each with its pros and cons. In this methodology, the starting point is the Total Sales $ forecast for the organization. Financial Plan-based Lead Forecasting. The deeper dive: 1.

Sales Analytics: The Path to Better, Faster Forecasting

CMO Essentials

A new Aberdeen report  shows how sales analytics create more accurate and actionable sales forecasts. The bane of many sales professionals’ routine is often the dreaded sales forecast. Among top-performing firms, this percentage rises to 43%, with 29% even penalizing individual contributors for forecast inaccuracies. Is This Forecast Current? Read the full report here.

50% Of Sales Forecasts Are Undermined By Missing Information

Buyer Insights

They are being asked to prepare accurate forecasts and close deals while at the same time key information is being withheld. Tips for Sellers Buying Process information gaps Sales Forecast Sales Prequalification Sellers are not getting all the information that they need. In this insight we will examine the types of information sellers are being denied and how it can be accessed.

Oops They Did it Again! Gartner Downgrades Overly Optimistic IT Spending Forecast

The ROI Guy

Although the forecast at the beginning of the year predicted healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. And sure enough, Gartner had to once again lower their forecasts substantially. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7 trillion in 2014, a 3.2%

Gartner Raises IT Spending Forecasts – Time to Party Like its 1999?

The ROI Guy

Although the current forecast is lower than the original 3.2% The Bottom-Line Gartner has predicted low IT spending growth forecasts for the next several years. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7 According to Gartner, worldwide IT spending growth has been revised upwards to 2.6% for 2014.

Frugalnomics – Why the IT spending growth forecasts from Gartner are wrong again!

The ROI Guy

According to Gartner, the annual release of their New Year’s spending forecast predicts global IT spending growth of 3.1% for 2014. However, as has been proven over the past two years, this forecast may be dramatically optimistic. We don’t buy it, and believe that Gartner has missed a major sea change in IT spending and decision-making in their forecasts.

IBM’s Watson Takes On Yet Another Job, as a Weather Forecaster


Weather Underground makes weather forecasts based on more than 200,000 privately constructed weather stations across the world, plus public stations, which vary in number by country. The post IBM’s Watson Takes On Yet Another Job, as a Weather Forecaster appeared first on Opentopic. The company is adding 400 new stations across Asia, South America, and Africa, and it’ll be integrating all of them with IBM’s Watson language-learning AI (the one that played Jeopardy! and won). So what. Brands & Marketers

Brand 14

And Our Forecast of B2B Marketing Automation Revenue for 2013 is.

Customer Experience Matrix

I’ve just finished the latest update of our B2B Marketing Automation Vendor Selection Tool (VEST), available on the Web site. The VEST is our evaluation of industry vendors, aimed primarily at companies choosing a marketing automation system. The VEST contains a great deal of information that provides interesting (to me, at least) insights into industry trends.

Why the Increased IT Spending Growth Forecasts from Gartner are Wrong Again!

The ROI Guy

uplift from the last forecast published in Q1). Although the forecast predicts healthy growth for 2014, these same Gartner forecasts have been overly optimistic the past two years. Looking back at the reasons for the forecast shortfalls, Gartner indicated economic headwinds, a shift from land-lines to mobile, even blaming exchange rate fluctuations.

Will Gartner's Latest IT Forecast Put a Chill in your Growth Plans?

The ROI Guy

This latest estimate comes on the heels of Gartner RAISING forecasts to kickoff the New Year, expecting a 2.4% The Bottom-Line Gartner has predicted low IT spending growth forecasts for the next several years. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7 increase compared to 2014. Why Your Solutions?

Gartner cuts 2012 IT spending forecast by 1/3rd

The ROI Guy

But in their most recent estimates in April, Gartner has downgraded the 2012 forecast by a substantial amount, now predicting only a 2.5% Are you ready to grab your share of the dwindling 2012 IT Budget? The predictions for solid growth might have gotten ahead of themselves once again, as Gartner cuts their IT spending growth predictions by 1/3rd for the remainder of 2012. Going into this New Year, Gartner analysts predicted that IT spending would expand worldwide by 3.7%. expansion for the year. growth, with strong growth in computer hardware and telecom equipment as well.

Gloomy Economy Results in Lowered Ad Spend Forecasts: An Opportunity?


We haven’t digested the financial crisis yet, and once again, we are faced with economic uncertainty, jumpy investors and extremely nervous stock markets. The reasons are different than last time and there is a big distinction depending on the region, but the shaky economic waters seem to have an impact on advertising spending already. Especially [.]. Advertising Opinion Research accountability ad spending crisis earned media global advertising spending online advertising owned media paid media recession ROI WARC World Advertising Research Center

Funnel Economics: Adding Science to Forecasting


” The post Funnel Economics: Adding Science to Forecasting appeared first on Captora Blog. For too long, marketing was viewed as more of an art than a science. Since marketers, unlike salespeople, didn’t have a lot of data at their fingertips, much of marketing’s planning involved guesswork. That’s no longer the case. This is not a simple, time-based funnel.

How Can You Shine as Gartner Lowers IT Spending Forecasts for 2013?

The ROI Guy

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% in IT spend for the year. Sources: Gartner downgrades 2013global IT spending forecast on currency shifts Gartner says 2013 will be aBetter Year for IT Spending Growth? Gartner Says Worldwide IT Spending Forecast to Reach $3.7 Click here to learn more.

Case 26

Gartner’s IT Spending Forecast Heats Up For Summer

The ROI Guy

The better forecast was boosted by enterprise spending on public cloud services, projected to more than double over the next four years, from $109 billion in 2012 to $207 billion by 2016. Source: Gartner Worldwide IT Spending Forecast, 2Q12 Update. In their just released outlook, Gartner raised annual IT spending growth predictions, from a cool 2.5 percent, to a much warmer 3 percent. This puts worldwide IT spending at $3.6 trillion this year, up barely from $3.5 trillion in 2011. Public cloud spending grew 20% in 2012, up from $91 billion just last year.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

b2b marketing automtion industry overview demand generation lead management software marketing automation 2014 industry forecast marketing software The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Taken together, these provide a clearer picture than usual of the state of marketing automation. Here’s how I see things.

Marketing in the Express Lane: 14 Tips From 14 Experts

It's All About Revenue

by Amanda Batista | Tweet this The New Year offers a ton of great insight, forecasting posts, benchmark reports, and tips to manage the evolving technologies and trends that marketers should be leveraging to best serve our audiences. But this is 2014! Some things are simply better in the express lane. Matt Heinz of Heinz Marketing on getting your process right.

Social 141

The Lead Forecasting Secret Equation is. | Volacci


The Top 10 Most Revealing Deal Questions

Buyer Insights

How many pieces of information would you need in order to assess the likelihood of the deal closing as forecast? Tips for Sellers BANT Business Case Buyer Risk Buying Decision Buying Process Buying Rationale Forecast Accuracy Prequalification Procurement Sales Cycles Sales Forecasting Imagine you are asked as a sales manager to evaluate a key deal.

Case 28

On-the-money forecasts for 2015

Connecting Element

Which digital trends and channels should your brand be monetising in 2015? Read more in our top predictions for the year ahead…. By Martin Curry, CE head of marketing Read more › Digital Digest | Digital marketing blog | Connecting Element big data content marketing digital marketing 2015 digital marketing trends email activity emotional marketing multi-channel thought leadership

PPC Budget Forecasting on the Fly


The post PPC Budget Forecasting on the Fly appeared first on Fathom. It’s Friday afternoon and an e-mail comes through to your inbox from your client:  “Do you think we can spend an extra $10,000 this month? We have extra budget and would love to see what the numbers would look like if we spent it in PPC. Can you provide me an update by EOD?”. Emails like this can be a blessing and a curse. The answer is yes! You don’t need to get caught up in crunching numbers and pulling multiple data sets. In fact, all you really need is AdWords. Potential conversions: potential clicks*Conv.

What Is The Buyer’s Next Step?

Buyer Insights

Buying Process Featured How Buyers Buy 7 Step Strategic Purchasing Model AT Kearney Buying Models Sales Forecasting Sales Process Strategic Procurement Imagine if you could predict what the buyer was going to do next. Well you can! That is if you understand your customer''s buying process and the standard steps that are typically involved.

Top 32 B2B Marketing Posts and Hot Topics of Social Media Forecast

B2B Marketing Zone Posts

Forecast (14). Six Steps for Marketing Forecasting Done Right , April 28, 2010. Best of B2B Marketing. April 2010. Great stuff this month in the world of B2B Marketing.  The following are the top items from featured sources based on social signals. Five Big Shifts in Social Media Marketing - Webbiquity , April 19, 2010 Social media reflects a larger trend toward buyer empowerment that has changed not only the practice but the underlying philosophies of marketing over the past several years. Power has gradually shifted over the past couple of decades from manufacturers (e.g.

B2B 18

Sales Playbooks: Taking the Guesswork out of Sales Enablement

CMO Essentials

Data-poor sales forecasting creates a wide variety of problems for the modern sales leader, from  underwhelming business results , thanks to inaccurate forecasts, to poor coaching of reps around real-time deal management. Sales Effectiveness Trending sales effectiveness sales forecasting sales playbookWhy Playbooks? Why Now? What Are Companies Doing to Solve These Problems?

Forecasting Best Practices: A Sirius Perspective


Too often, companies end up trying to build forecasts solely based on human intuition,” Ort said. Ort has the distinct advantage of understanding best-practice forecasting methodologies through his access to the research that SiriusDecisions develops for their clients. SiriusDecisions clients that implement forecasting best practices have seen: Better decision-making for the business.

Insight into the Growing Impact of Mobile Video Marketing


The prevailing data trend is found in the 2016 edition of Cisco’s annual Visual Networking Index: Global Mobile Data Traffic Forecast Update white paper. As an inveterate marketing technologist, I always love it when the prevailing data trends confirm an intuitive notion of mine. Mobile

Mobile 119

The Competitive Tender: Sellers Can’t Expect Buyers To Be Monogamous!

Buyer Insights

How Buyers Buy Top 10 Comparative Quotes Competitive Tender Sales Forecasting Sales Planning Sales StrategyDon’t be taken aback when the buyer seeks competing quotes. Instead, only get surprised if he, or she doesn’t. A sales sales strategy that assumes buyer monogamy is a dangerous one. The Illusion Of The Monogamous Buyer! Sellers should never get complacent. In [.].

Buy 21

28 Awesome B2B Social Media Statistics

Social Media B2B

Forecasts : Annual growth in US B2B online marketing spend is forecast at 8% in 2010 and is set to reach 14% by 2012. B2B advertising spend on social media and lead generation sites is forecast to grow at an annualized rate of 21% and 17% respectively to 2013. Tags: Communications Marketing budget channels forecasts measurement social media measurement statistics stats Below are a collection of B2B social media statistics collected from various sources covering a wide range of topics. We We hope you enjoy digging into the numbers. Source ). Source ). Source ).

The Internet of Things: looking beyond the hype of data and predictions


If you ever looked at research regarding the state of the Internet of Things (IoT) or predictions about the growth of the number of IoT devices, applications and IoT-generated data, you probably noticed huge discrepancies in the numbers and forecasts. Were you confused? Don’t worry, you are not alone. The matter of the fact is […]. Digital technologies Internet of Things

2014 Holiday Sales and Trends – Will This Year Be Merry & Bright?

Vertical Response

This year, forecasts vary as the National Retail Federation (NRF) has high hopes, projecting a 4.1% increase in holiday sales, while others, such as PricewaterhouseCoopers (PwC) forecast the average holiday spending per household to drop to $684 from $735 last year. To save time, we’ve sorted through various 2014 holiday season forecasts and trends, noting the most interesting and important findings for your business: The National Retail Federation (NRF) 2014 Holiday Sales Forecast. Deloitte Annual Holiday Sales Forecast. increase. trillion.

4 Conversation Starters for Selling Marketing Automation to the CEO

It's All About Revenue

It requires a combination of people, changes in processes to include forecasting and benchmarking, and technology like marketing automation to manage complex campaigns. Revenue Performance Management analytics benchmarking CEO CFO CIO IT marketing marketing automation marketing ROI revenue revenue forecasting revenue growth Revenue Perfo RPMCEOs love accountability. Share email.

Marketing Forecasting – The Tools for Predictable Revenue

Modern B2B Marketing

by Maria Pergolino Traditionally, marketing forecasts haven’t held as much weight as sales forecasts in the eyes of the CEO. However, to stand out and catch the eye of executives, marketing must rely on a forecast that uses analytical rigor and a deep understanding of how prospects move through the revenue cycle. Does this forecasting tool allow multiple sources of data entry?