Traditional sales metrics like bookings, revenue, time to close, deal velocity, etc. are all very important... and consistently important across businesses. But where the value of metrics really shines is when you start looking at the leading indicators u…lnkd.in/e7aGm4Aq

You can't be a data-driven revenue leader if your strategic choices, team coaching, forecasting, and other actions are based on incomplete or inaccurate sales data. You're going to head down a path of bad decisions. - 🔭 You can't see what reps are doin…lnkd.in/eKZBvsvY

We analyzed millions of Salesforce records and released the findings yesterday showing that visibility for sales leaders is at a shocking point... When sales leaders don't know what their reps are doing, they can't improve performance and drive more reve…lnkd.in/eAHTsBhf

🌽 Corny business cliche analysis of the day: Why are options for motivating limited to a binary 🥕 carrot vs. 🏇 stick? Isn't there a middle ground of "let's go!" or something? Maybe someone with better equestrian chops has a better idea?

Last week, I was looking at a marketscape of an industry I used to closely follow... it was filled with hundreds (thousands?) of logos squished like the old Million Dollar Homepage. And I thought "somewhere there's a CEO squinting very hard for no good reason".

I'm very pleased to see the launch of The Beacon -- a weekly newsletter built for data-centric revenue leaders. This is important for two reasons: - We're a data-led company. The foundation of the value we provide to customers is via the sales data platf…lnkd.in/eGpS4g8m

That's amazing that most CMOs don't see themselves as growth drivers. If you could only pick three things a CMO does, it's brand, team, and growth in my opinion. lnkd.in/eFz_hXBj

When you analyze millions of sales activities, you spot a lot of practical (and fun) insights about selling. See the comments for how you can access our weekly drop of data-centric sales knowledge. SetSail #sales #data lnkd.in/em6hpBHT

When you analyze millions of sales activities, you spot a lot of practical (and fun) insights about selling. See the comments for how you can access our weekly drop of data-centric sales knowledge. SetSail #sales #data lnkd.in/eKTr8jw9

I don't know what you all see re: response rates for different exec levels. But I find this varies widely by company size and stage. What do you think? lnkd.in/eEkC8KAu

When I first began my marketing career, I urgently needed a framework for building out a marketing plan. But most of the approaches I could find were either to generic and high-level or too vendor-specific. So, I thought I'd do a little weekends project…lnkd.in/ehaiVAAr

As a revenue leader, you want to help your reps to perform better. But when you can't see what they're actually doing within deals you can't help them to improve. This new data from SetSail's analysis of millions of rep activities and from a multi-indus…lnkd.in/e8sTNbG9

In the news a political party announced the wrong candidate as the winner of a leadership vote due to an error in an Excel formula... I'm not going to link to the story just to avoid magnifying what must be an agonizing moment for a data analyst. It hig…lnkd.in/eiHkcCAx

Here is another fascinating datapoint courtesy of the SetSail data science team. They've analyzed over a million emails, grouped by seniority level of the recipient, and looked at reply rates. It's not what I expected! lnkd.in/ehYfRXzq

We're going to be releasing some data on the most common basketball-related cliches used in sales emails -- based on analysis of over 1.5 millions sales emails. Which of these three phrases is your go-to? Or comment with the one you want to highlight. lnkd.in/ep4E-Bdu

Just like the stat from last week, this reveals two problems: 1. Reps aren't logging their activity in Salesforce. Or their tools aren't logging the activities correctly. 2. Meetings aren't happening for opps that are marked as closing soon. Regardless…lnkd.in/g5dvFxzW

If you're in a go-to-market facing role, you definitely understand the pain of not knowing what activities your reps should do. Should they send more emails or fewer? Multithread with C-levels? Send pricing early in the sales process? Part of the challen…lnkd.in/gEp6qmRb

This latest set of data from our in-house analysis is compelling. More activity is not necessarily more effective -- you need to know what *kinds* of activities are effective. Maybe it's not more emails, it's more emails to VP levels. Maybe it's more mult…lnkd.in/g9zE6Uek

Some more fun data that the SetSail has mined from analyzing millions of emails and calendar invites. lnkd.in/gu4dkWSM

Hasta la vista, Google Analytics UA. I'll miss you. lnkd.in/gTsCAxDV