Forecastio

How well do you really know your sales pipeline? In our recent article, we break down 10 must-have sales pipeline reports to help you track deals, spot risks, and improve forecasting: ✅ Pipeline value by stage ✅ Stage conversions & durations ✅ Risky deals report ✅ Pipeline coverage ✅ Waterfall analysis … and more! Want to see the full list? Read the full article. Which reports do you rely on the most? #sales #RevOps #salesleadership #salespipeline https://lnkd.in/dMq8rtgj

What is AI Sales Forecasting? Do you want to see examples and numbers? Then read our latest article which explains AI Sales Forecasting in simple terms. Read the article to: 1️⃣ Understand how AI sales forecasting works. 2️⃣ Distinguish between different AI sales forecasting models. 3️⃣ See an example of applying ML to calculate deal probabilities. 4️⃣ Decide which AI forecasting model to choose for your business. 5️⃣ Understand whether AI forecasting is applicable to your sales department. https://lnkd.in/eTDAwf7h

Here’s a very simple example (with numbers) of how decreasing sales performance can cost you a fortune. Let’s consider a simple scenario to illustrate how small drops in conversion rates can significantly impact revenue: ▪️ 𝐂𝐨𝐦𝐩𝐚𝐧𝐲’𝐬 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞: 1,000 opportunities per quarter ▪️ 𝐂𝐮𝐫𝐫𝐞𝐧𝐭 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐢𝐨𝐧 𝐫𝐚𝐭𝐞𝐬: - Demo to proposal: 50% - Proposal to negotiations: 40% - Negotiations to close: 30% ▪️ 𝐖𝐢𝐧 𝐫𝐚𝐭𝐞: 50% × 40% × 30% = 6% ▪️ 𝐀𝐯𝐞𝐫𝐚𝐠𝐞 𝐝𝐞𝐚𝐥 𝐬𝐢𝐳𝐞: $20,000 This company closes 60 𝐝𝐞𝐚𝐥𝐬 𝐩𝐞𝐫 𝐪𝐮𝐚𝐫𝐭𝐞𝐫 (1,000 × 6%) with a total revenue of $1.2𝐌 𝐩𝐞𝐫 𝐪𝐮𝐚𝐫𝐭𝐞𝐫. Now, if the proposal-to-negotiations conversion rate drops from 40% to 30%, the new win rate becomes: ▪️ 5% 𝐰𝐢𝐧 𝐫𝐚𝐭𝐞 (50% × 30% × 30%) → 50 𝐝𝐞𝐚𝐥𝐬 𝐩𝐞𝐫 𝐪𝐮𝐚𝐫𝐭𝐞𝐫 ▪️ $1𝐌 𝐢𝐧 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐩𝐞𝐫 𝐪𝐮𝐚𝐫𝐭𝐞𝐫 (instead of $1.2M) A single-stage conversion decline results in a $200𝐊 𝐫𝐞𝐯𝐞𝐧𝐮𝐞 𝐥𝐨𝐬𝐬 𝐩𝐞𝐫 𝐪𝐮𝐚𝐫𝐭𝐞𝐫 or $800K annually. This example highlights why sales performance analysis is critical. It directly impacts revenue. And this is just one example of revenue leaks caused by declining performance. There are many revenue leaks that sales leaders and SalesOps teams either overlook or catch too late, often when the sales quota has already been affected. Read the article below to learn how to conduct a sales performance analysis and spot bottlenecks before they turn into bigger problems. https://lnkd.in/eMTZAVU4

Here are 10 signs of the best sales teams and what sets them apart from the rest. Does your sales team match the criteria below? 1️⃣ 𝐂𝐥𝐞𝐚𝐫, 𝐚𝐥𝐢𝐠𝐧𝐞𝐝, 𝐚𝐧𝐝 𝐚𝐭𝐭𝐚𝐢𝐧𝐚𝐛𝐥𝐞 𝐠𝐨𝐚𝐥𝐬. Goals are set using data, not wishful thinking or gut feeling. 2️⃣ 𝐆𝐫𝐞𝐚𝐭 𝐥𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 𝐚𝐧𝐝 𝐜𝐨𝐚𝐜𝐡𝐢𝐧𝐠. The best sales teams always have a true leader who inspires and continuously develops everyone on the team. 3️⃣ 𝐋𝐨𝐰 𝐚𝐭𝐭𝐫𝐢𝐭𝐢𝐨𝐧 𝐫𝐚𝐭𝐞𝐬. A strong sign of exceptional sales culture, earning potential, and career growth opportunities—sales reps don’t want to leave. 4️⃣ 𝐇𝐢𝐠𝐡 𝐩𝐞𝐫𝐟𝐨𝐫𝐦𝐚𝐧𝐜𝐞. The best sales teams consistently achieve or exceed quotas, demonstrating higher win rates and shorter sales cycles than industry averages. 5️⃣ 𝐇𝐢𝐠𝐡 𝐛𝐮𝐭 𝐟𝐚𝐢𝐫 𝐜𝐨𝐦𝐩𝐞𝐧𝐬𝐚𝐭𝐢𝐨𝐧. Sales reps are well-paid but also have tough, challenging goals. 6️⃣ 𝐄𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐞𝐧𝐚𝐛𝐥𝐞𝐦𝐞𝐧𝐭 𝐚𝐧𝐝 𝐨𝐧𝐛𝐨𝐚𝐫𝐝𝐢𝐧𝐠. New hires receive the support and tools they need to ramp up quickly, while all reps have access to continuous training and the right collateral/technology. 7️⃣ 𝐒𝐭𝐫𝐨𝐧𝐠 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐬𝐮𝐩𝐩𝐨𝐫𝐭. The best sales teams receive qualified leads, high-quality collateral, and the right messaging from marketing. 8️⃣ 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐭 𝐬𝐚𝐥𝐞𝐬 𝐨𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐬. Sales reps focus on closing deals, while sales ops handle process automation, CRM support, data enrichment, contract management, and reporting. 9️⃣ 𝐁𝐞𝐥𝐢𝐞𝐟 𝐢𝐧 𝐭𝐡𝐞 𝐜𝐨𝐦𝐩𝐚𝐧𝐲 𝐚𝐧𝐝 𝐩𝐫𝐨𝐝𝐮𝐜𝐭. Great sales teams consist of reps who believe in the company’s vision and product. 🔟 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫-𝐜𝐞𝐧𝐭𝐫𝐢𝐜 𝐚𝐩𝐩𝐫𝐨𝐚𝐜𝐡. The best sales teams prioritize delivering value rather than closing deals at any cost. They genuinely care about solving customers’ pain points. What would you add to the list?

Do you know what time series forecasting is and why it’s a game-changer for B2B sales forecasting? If yes—great! But if you want to refine your forecasting methods and get more accurate predictions, this article is for you. We’ve implemented time series forecasting models in our platform because they provide highly accurate forecasts based on historical data, helping sales leaders make data-driven decisions with confidence. In this article, you'll learn: ✅ How time series forecasting techniques work ✅ Why they outperform sales pipeline forecasting ✅ What you need to implement time series forecasting in your organization 🔗 Read the full article below and take your sales forecasting methods to the next level! #SalesForecasting #TimeSeriesForecasting #B2BSales #DemandForecasting https://lnkd.in/eyAHzNc9

🚀 Are Your Pipeline Reviews Actually Helping You Win More Deals? Many sales leaders hold pipeline review meetings, but are they truly moving the needle? A well-structured sales pipeline review isn’t just about checking deals—it’s about forecast accuracy, risk identification, and strategic deal movement. ✅ How to structure an effective pipeline review ✅ The key metrics that matter (beyond just win rates) ✅ Common pitfalls that stall deals & how to fix them ✅ Why one-on-one pipeline reviews are more valuable than team meetings If you’re not seeing results from your pipeline reviews, it’s time to refine the process. 💡 Read the full article and take your pipeline management to the next level: https://lnkd.in/eSGbREXk #SalesPipeline #PipelineReview #SalesLeadership #ForecastAccuracy #SalesPerformance #B2BSales

🚀 The Ultimate Sales Metrics Cheat Sheet – Want a Copy? Do you track the right sales metrics? Do you know their formulas, benchmarks, and how to improve them? We've put together a powerful cheat sheet that includes: ✅ A list of key sales metrics every team should track. ✅ How often each metric should be reviewed. ✅ Formulas to calculate them easily. ✅ Benchmarks to compare your performance. ✅ Proven strategies to optimize results. 𝐖𝐚𝐧𝐭 𝐲𝐨𝐮𝐫 𝐟𝐫𝐞𝐞 𝐜𝐨𝐩𝐲? 𝐒𝐢𝐦𝐩𝐥𝐲 𝐥𝐢𝐤𝐞 𝐭𝐡𝐢𝐬 𝐩𝐨𝐬𝐭 𝐚𝐧𝐝 𝐜𝐨𝐦𝐦𝐞𝐧𝐭 "𝐈 𝐰𝐚𝐧𝐭" – 𝐚𝐧𝐝 𝐰𝐞’𝐥𝐥 𝐬𝐞𝐧𝐝 𝐢𝐭 𝐨𝐯𝐞𝐫! Let’s make data-driven sales decisions easier. Who’s in?

Most sales teams fail because their quotas aren't realistic – only 47% of reps hit their targets. 👉 To fix this, start by analyzing your past 12-24 months of sales data and aim for 3x pipeline coverage (e.g., a $3M pipeline for a $1M quota). 🔹 Consider market conditions, team capacity, and sales cycles when setting targets. 🔹 Track key metrics like win rates and deal velocity to spot problems early. (Forecastio does this automatically.) 👉 When sales reps help set their targets, they work harder to achieve them. 🔹 Monitor performance regularly and adjust quotas if needed. 🔹 Use historical data, not executive wishes, to set achievable numbers. 📈 Want to set quotas that drive success? Read our latest blog: https://lnkd.in/dK-cEkkS #SalesPerformance #QuotaSetting #Forecasting #SalesMetrics #SalesManagement

Is your B2B sales process built for success, or are you losing deals without knowing why? An effective sales process isn’t one-size-fits-all. Inbound vs. Outbound? SMB vs. Enterprise? The approach you take changes everything—from how you engage leads to how long deals take to close. We've put together a comprehensive guide to help sales leaders refine their sales process, covering: ✅ The key stages of an effective B2B sales process ✅ The difference between Inbound & Outbound sales workflows ✅ How SMB sales differ from Enterprise sales ✅ Common mistakes that kill deals & how to fix them ✅ The key metrics to track your sales process effectiveness 📖 Read the full guide and find answers to all questions. 💡 What’s the biggest challenge you face in optimizing your sales process? Drop your thoughts in the comments! ⬇️ https://lnkd.in/eSb_Vi8E

HubSpot has released The State of Marketing Report 2025. We read it and prepared a quick overview for you in this post. Of course, this post does not replace the full report, and you can find a link to the full version in the first comment. 𝐈𝐧𝐭𝐞𝐫𝐞𝐬𝐭𝐢𝐧𝐠 𝐒𝐭𝐚𝐭𝐢𝐬𝐭𝐢𝐜𝐬: 🔸 Over 70% of marketers plan to target Millennials in 2025, making them the largest audience of decision-makers. 🔸 92% of marketers plan to maintain or increase investments in brand awareness in 2025. 🔸 The content format that marketers say delivers the highest ROI is short-form video (21%). 🔸 In 2024, 24% of marketers reported using influencer marketing, and both B2B and B2C brands found the most success with micro-influencers (10K – 100K followers). 🔸 19% of marketers plan to build an SEO strategy for generative AI in search in 2025. 𝐓𝐨𝐩 5 𝐁2𝐁 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐟𝐨𝐫 2025: 1️⃣ Using AI to turn text into multi-modal campaigns. 2️⃣ Using AI-powered reporting tools to evaluate the ROI of campaigns. 3️⃣ Automating marketing strategy and execution with AI. 4️⃣ Creating content that reflects your brand’s values. 5️⃣ Personality-led content, creators, and authentic engagement. 𝐁𝐢𝐠𝐠𝐞𝐬𝐭 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞𝐬 𝐌𝐚𝐫𝐤𝐞𝐭𝐞𝐫𝐬 𝐅𝐚𝐜𝐞 𝐢𝐧 𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝𝐢𝐧𝐠 𝐓𝐡𝐞𝐢𝐫 𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞𝐬: 1️⃣ Consumers are less trusting with their personal data. 2️⃣ Poor data quality. 3️⃣ Increased data privacy regulations that reduce access to personal data. 𝐓𝐫𝐞𝐧𝐝𝐬 𝐢𝐧 𝐂𝐨𝐧𝐭𝐞𝐧𝐭 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲: 1️⃣ Marketers are ramping up their focus on Millennial and Gen Z audiences. 2️⃣ Businesses are increasing investments in brand-led marketing, and authenticity resonates. 3️⃣ Data-driven marketing strategy is no longer a nice-to-have, but data privacy is a concern. 4️⃣ Marketing teams are building a content-rich, social-driven future. 5️⃣ Personalized marketing boosts sales. 𝐓𝐨𝐩 5 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐑𝐨𝐥𝐞𝐬 𝐓𝐡𝐚𝐭 𝐀𝐫𝐞 𝐚 𝐏𝐫𝐢𝐨𝐫𝐢𝐭𝐲 𝐟𝐨𝐫 𝐇𝐢𝐫𝐢𝐧𝐠 𝐢𝐧 2025: 1️⃣ Social Media Coordinator. 2️⃣ Content Creator. 3️⃣ Social Media Strategist. 4️⃣ Creative Director. 5️⃣ Marketing Data Analyst. 𝐓𝐫𝐞𝐧𝐝𝐬 𝐢𝐧 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐧𝐠 𝐰𝐢𝐭𝐡 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞𝐬: 1️⃣ Visual storytelling is overtaking text-heavy content formats. 2️⃣ Podcasts and audio content are growing for both B2B and B2C brands. 3️⃣ The top social channels for 2025 are YouTube, Instagram, and TikTok. 4️⃣ Marketers are finding success with influencer marketing—specifically those with niche audiences. 𝐓𝐫𝐞𝐧𝐝𝐬 𝐢𝐧 𝐔𝐭𝐢𝐥𝐢𝐳𝐢𝐧𝐠 𝐀𝐈: 1️⃣ AI tools are helping marketers keep up with increasing content demands and conduct research. 2️⃣ There is still a learning curve for AI in marketing that needs to be addressed. 3️⃣ AI has changed how people search and how brands need to approach their online presence. Share your opinions! #HubSpot #Marketing #B2BMarketing #Startups