During one of my first exercises in sales management, I was asked to prepare a forecast for the upcoming quarter. Of course, as a salesperson in charge of a territory, I had to manage a pipeline, but ...

The B2B buyer’s journey is a nonlinear process. But sellers still track deals using discrete stages in a linear sales process. This disconnect compromises pipeline analytics and sales forecasts, ...

Forecasting winter weather is a challenge - especially in this part of the country. We rarely have one type of precipitation. In a day and age in which technology advances at a rapid pace, so does the ...