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    Blog Category // Sales Forecasting

    Exploding the 3* sales pipeline coverage myth

    Posted by Bob Apollo, Apr 21, 2021
    One of the most unhelpful “rules of thumb” in B2B selling is the long standing and widely quoted myth that the benchmark ...

    Is your sales pipeline full of fatbergs?

    Posted by Bob Apollo, Jan 11, 2019
    The sewer systems of of our towns and cities are struggling to cope with a phenomenon known as the “fatberg”. These fatbergs ...

    Sales pipeline management: let’s stop confusing progress with probability

    Posted by Bob Apollo, Oct 10, 2018
    Sales forecasting is hard. For proof, you need look no further than the 2018 CSO Insights Sales Performance study, which ...

    B2B sales: what should we be measuring?

    Posted by Bob Apollo, Jul 17, 2018
    If we’re in sales, there are two obvious monetary measures of our success: revenue and margin. Revenue is particularly ...

    Self-awareness and self-honesty in complex B2B sales

    Posted by Bob Apollo, Jan 10, 2018
    Other than an appropriate level of product knowledge, what are the key attributes of a good B2B sales person? Interpersonal ...

    Size isn’t everything: why more revenue often flows from smaller pipelines

    Posted by Bob Apollo, Feb 14, 2017
    One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3* ...

    Where did that close date come from? (and where is it going to?)

    Posted by Bob Apollo, Dec 06, 2016
    One of the biggest challenges to the accuracy of any sales forecasting system lies in accurately predicting the close date. ...

    The keys to Improving Sales Forecast Accuracy

    Posted by Bob Apollo, May 24, 2016
    As we're all very well aware, complex sales are complicated. There are subject to a wide range of factors that are outside ...

    Inaccurate forecasting = inconsistent qualification

    Posted by Bob Apollo, Mar 17, 2016
    Accurate sales forecasting is a particular challenge in high-value complex sales environments with lengthy sales cycles. ...

    The 2 critical factors behind B2B sales forecast confidence

    Posted by Bob Apollo, Jan 26, 2016
    Regular readers will recall that I am no great fan of the default approach taken by so many CRM vendors, in which individual ...
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