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Check out our up-to-the-minute thoughts and insights into goings-on. Find useful links and ideas updated frequently.

What Is Sales Forecasting & Why Does It Matter?

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How CROs Accelerate Revenue Capture with Sales Performance Management (SPM)

Industry leading Chief Revenue Officers (CROs) substantially impact the revenue capture lifecycle and give critical inflection points in their funnel—sales engagement, deal structure, and customer enablement—a solid foundation with SPM. It’s how they unlock 10% more in annual sales 1 . As discussed, this necessitates a holistic...
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Why Do I Need SPM? A Modern Answer.

To many, sales performance management (SPM) is a glorified calculator. This majority views SPM as an automated way to reduce staff time spent on calculating commissions and related human errors, as well as a means to reduce sales’ shadow accounting. A smaller batch perceives SPM in a slightly more sophisticated light: a route to...
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3 Guiding Principles for Revenue Capture Success

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How CROs Overcome 3 Barriers to Revenue Capture

If enabling revenue operations can significantly improve performance at minimal expense, how can Chief Revenue Officers (CROs) best impact the sales process? 
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6 SPM Sales Strategies: Give Remote Buyers Value That Stands Out

Gartner predicted before the pandemic that 80% of interactions between B2B buyers and sellers will happen on digital channels by 2025. You might say the pandemic has accelerated the trend since.
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