Sales and Marketing

A contribution from Chris Orlob of Gong.io: We’ve all been told at various times that life isn’t fair, but until fairly recently, no one quantified that statement. It took Italian economist Vilfredo Pareto to notice in 1906 that 80% of Italy’s land was owned by 20% of the population. Pareto…

A contribution from Mel Harding VP of Product Marketing at Occulus Inc. If you missed Part I. please click here. “But, soft! what light through yonder window breaks? It is the east, and Probability is the sun. Arise, fair Probability, and vanquish the envious Statistician” In Part I of this…

A contribution from Mel Harding VP of Product Marketing at Occulus Inc. “Beware yon Statistician for he has a lean and hungry look.” Big Data and Big Data Analysis are terms we hear a lot these days, and as a matter of fact it’s almost impossible to avoid them. Just…

Contributor article by Paul Black, CEO, sales-i Millennials are a complex bunch. They’re highly individualistic, know exactly what they want, and can spot an inauthentic, desperate ploy for their money a mile off. This makes them an incredibly difficult demographic to sell to: according to Jon Miller, former VP of…

Summary Occulus is a cloud-based sales analytics system that focuses on pipeline management and forecasting. Occulus differs from other sales analytics tools available by using Probability and Statistical Analysis on all deals in the pipeline to identify troubled ones; allowing early intervention by the sales manager. Occulus also produces a…

Salesforce is not letting the grass grow under its feet, with the launch of Einstein. This is being promoted as AI for everyone, although the main focus is of course leveraging more money from customers. The platform provides a set of services which can be integrated into Salesforce’s CRM applications. Techniques…

InsightSquared Review 2016 InsightSquared is essentially a sales reporting app implemented as a cloud service. It is not a general purpose BI tool, but provides a large number of sales oriented reports – to the extent that some users find the choice bewildering. It is mainly used by small and…

Sales is all about making decisions. Which are the best prospects to focus on? What is the best way to estimate sales for the current period? What is the next best move to make with a particular prospect? If a technology existed that helped improve the accuracy of these decisions…

Recommender systems have been made famous by Amazon – “Customers who bought this also bought that …”. Organizations in retail and related businesses who are not using a recommender system are behind the curve. The fact that fifty or so recommender systems are available shows how widespread is their use.…