SalesChoice CEO Dr. Cindy Gordon started on the topic of sales becoming a science by saying there’s a huge uptick in the market for sales forecasting and analytics.
“Analytics is the most effective factor in modern day sales,” she said.
TechCrunch offers up a detailed list of what is called “The Sales Stack”, actions supported by technologies for the entire sales funnel:
by Dr. Cindy Gordon, CEO & Founder, SalesChoice Inc.
An Excerpt from her new book: SalesPredictions:The Next Big Thing in Sales (Q1, 2013).
Shocking research from CSO Insights and Accenture (2013), confirms that nearly 50% of the Fortune 1000 are not realizing their sales quotas. Inaccurate forecasts continue to plague the industry, competitive pressures are at all time highs, CRM systems promise improvement practices and forecasting, yet over three decades, we still have abysmal sales quota attainment results.