There are those who don’t know and there are those who don’t know that they don’t know. Sales forecasting often sheds light on who in an org falls into which bucket. In this fireside, we talk with Rosalyn Santa Elena – Head of Revenue...
Thinking Through the Quota-Setting Process Target or quota setting is key for organizations. If you are scaling fast, you need to run both a tops down and a bottoms up quota setting process and you need to do this for all roles. Through the year as teams adjust, we...
In sales planning, there are a multitude of strategies you can employ to determine where to focus your sales team’s energy. In this fireside, Noor Atari, Founder of Light Insights, discusses the importance of account scoring for territory planning including an...
Alex Newman and Dharmesh Singh discuss challenges that Alex has seen with customers rolling GTM plans. Alex has been a key member of our team and has helped our customers create their Go-To-Market plans using the Fullcast Platform. Through his onboarding experience,...
Raj Sharan from the Alexander Group, a consulting company that provides revenue growth consulting services to leading organizations, discusses how companies should be thinking about re-segmentation to maximize GTM optimization, Should the focus be on retention or new...
Sales Strategy, Operations, and Enablement are too often viewed in silos. Teams need to think in terms of capabilities that the go-to-market organization needs and be able to invest in capabilities based on the go-to-market strategy. In this chat, we will share with...
