Sales Performance

How to Conduct a Cohort Analysis for Lead Gen Optimization

Historical lead yield values often fail to reflect the current value of your lead generation efforts due to marketing changes or environmental shifts. This is where cohort analysis of pipeline and revenue development comes to the rescue.

Science of Sales

The Autopsy of a Lost Deal: Dissecting the Dimensions of Your Sales Performance

Sure, every business loves ringing the gong or blowing the whistle to announce sales wins. But truly successful businesses make just as much “fuss” about lost deals as they do about those that are won.