5 Forecasting Tactics that Separate Great CFOs From the Rest

Babar Batla By on February 11, 2019

[et_pb_section bb_built="1"][et_pb_row _builder_version="3.12.1"][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1" header_line_height="1.3em" header_2_line_height="1.5em"] As a Chief Financial Officer (CFO), you know your role is a pivotal part of the board of directors for a company. Although you are ultimately responsible for reporting the numbers — especially the revenue forecast or projections — you often know the least about the accuracy of those numbers. You have to rely on your sales leads to give you the story. And it’s not always the real story. To get that real story,

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2018 Year in Review

Babar Batla By on January 1, 2019

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1"] Software companies are all about constant learning. Just when you think you’ve figured it out, the market shifts, customers speak or the platform evolves. When I look back on 2018 and reflect on our relentless desire to provide our customers with *real* value - some key learnings stood out that I want to share with you. The Power of Simplicity: The sales tools and sales enablement market is very crowded and it is important for us to clearly differentiate

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Your 2019 Pre-Flight Sales Planning Checklist

Babar Batla By on December 26, 2018

[et_pb_section bb_built="1"][et_pb_row _builder_version="3.12.1"][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1" custom_margin_last_edited="off|tablet" custom_padding="20px||20px|" custom_padding_last_edited="on|desktop" text_font_size="18px"] If you’ve been leading a sales team for any amount of time, you know the value of having an action plan to keep your sales organization airborne and on the right course. Especially at the beginning of the new fiscal year. When you have a solid plan from the beginning, you can make adjustments as you go. But when you haven’t taken the time to do your yearly planning, making adjustments every three

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The Secret to Getting Meaningful Next Steps Into CRM

Virinchi Duvvuri By on November 28, 2018

[et_pb_section bb_built="1" _builder_version="3.12.1"][et_pb_row _builder_version="3.12.1" use_custom_width="on"][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1" text_font="Roboto||||||||" text_text_color="#676767" header_3_line_height="1.6em"] Next Steps in CRM are meant to give sales leaders visibility into any deal at a glance. But a one sentence Next Step isn't going to give you the answers you need. How much insight can you really gather from:

  • Next touchpoint with J on 1/1/19.
  • Met with AB. Deal looks positive.
  • Scheduling POC.
It’s always the same. No matter what size or how mature the organization, Next Steps always look like this.

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How to Create Healthy Competition Among Your Reps

Mike Battaglia By on August 16, 2018

[et_pb_section bb_built="1"][et_pb_row _builder_version="3.12.1"][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1"] This is a guest post from Mike Battaglia, Vice President, Sales within the Global Automotive Division at J.D. Power. He is responsible for growing J.D. Power’s book of business with automakers operating in the U.S. and other global markets. Mike manages a team of sales reps and sales operations personnel tasked with supporting automakers across the portfolio of J.D. Power products and services. Great salespeople are competitive by nature. This competitiveness not only fuels their motivation

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Back to the Basics: Do You Have Budget for This?

Virinchi Duvvuri By on August 8, 2018

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text] How many of you have “asked for budget” in your sales process? It’s ok... you’re not alone :). Now you may all know this, or at least that’s what I thought, until I started running into prospects that had this question in their qualification process. So, for those who still don’t believe that this is a bad idea, here’s the issue: What savvy buyer, who you are still building a relationship with, is going to give up their leverage by telling

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sales managers process

How Top Sales Managers Manage Against Process

Babar Batla By on July 18, 2018

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text] As an individual contributor, you were probably allergic to process. You knew what you were doing and didn’t need all the checks and balances. But as a sales manager, your success is now tied to others. You need to make sure your sales team is doing the right things at the right time — and process is now your best friend. Think about it. We’re no longer living in the ‘80s, when employees aspired to have long term employment at

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We have AI

Virinchi Duvvuri By on May 16, 2018

How many times have you heard a legacy company tell you that they have AI and it will change the world? In all my discussions, every product in the market is now professing to have AI and it will change your life! Unfortunately, AI by itself does very little. It needs your experience and learns just like a child learns how to read and write. Now, the reason why a child learns so quickly is that they are

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How much did that meeting cost me?

Virinchi Duvvuri By on May 9, 2018

Do you know if your reps are being inundated with useless meetings? Do they have enough time to sell after you take out time for updating CRM, meeting on new internal initiatives, training and a slew of other time-sucking items? Did you know that updating CRM is 70% of what they do during the selling time? I thought the same...and tried all kinds of things to get reps more time to sell! At Microsoft, I would always wonder if everyone

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I need an 8th day!

Virinchi Duvvuri By on March 14, 2018

How many times have you said this to yourself? Based on the 950+ sales leaders I have spoken to….ALOT of times! Personally, I am always fighting for time! As the CRO of a startup that is growing like crazy, I have to always prioritize my time between eating and speaking to prospects. Which one do I do? Of course, at this point, I do what most of my peers do, I look for a new gadget or

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Slow Down, Get Smart, Get Rich

Virinchi Duvvuri By on February 20, 2018

We want to "shorten the cycle", to close deals faster and with fewer headaches. We'd like to find the Decision Makers on our first call, and get them to say "Yes!" as quickly as possible. We want more and bigger deals, no discounts, no committee reviews, no procurement backlogs. No reasons for the customer to delay. What we don't realize is that sometimes the long road is actually worth it. The journey of Discovery, that journey of a

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Why We Post the Sales Numbers to the Organization

Nelson Greenwood By on February 1, 2018

Competitors love to be recognized for their success and hate it when they miss their goals. Sales is one of the purest forms of competition. There's no judging panel that gives you points for wearing a nice suit. You are judged on one thing, hitting your sales goals. Sure, we award points for effort and activity for new hires, but after the on-boarding period is up, it's the numbers that count. Announcing the sales numbers on a consistent basis lets

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Tiger is playing at Torrey Pines!

Virinchi Duvvuri By on January 30, 2018

“So I walked this very pro-am last year, in similarly chilly conditions, and he was so stiff I legit thought he was gonna snap in half. This year? Speed. So. Much. Speed.” - @GCTigerTracker This is a perfect example of coming back from major surgery (AKA: bad year in sales) with no data to support a comeback, but using sheer determination and hard work to get the “feel” back into his game. The competition didn’t want this.

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Sales is like playing golf…

Virinchi Duvvuri By on January 25, 2018

Golf...I love the game. It is humbling and VERY rewarding. It's the one game where hitting it hard is not always a good thing, especially if you have a nasty hook :). Playing a round of golf is sure to make you humble and wish you never took up the game. You warm up at the practice range and hit the ball so flush that you feel you will have your best round. You take this confidence

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Hey Alexa!

Virinchi Duvvuri By on January 16, 2018

That’s all I heard the day after Christmas :). My daughters had so much fun asking her to turn on the lights, play some music and even set an alarm for them to get ready for bed. Suffice it to say, AI is here to stay and is already starting to become a VERY important part of our lives. Our children are already adapting to this new technology to the point where they know HOW to use

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2017 Year in Review

Babar Batla By on December 28, 2017

As the goes through its first holiday season, we are humbled and excited with all that we have achieved. The most exciting part of all was the number of companies, finance leaders, sales leaders and sales reps we helped improve their pipeline management and selling maturity. To all our team members, partners and investors that have helped us move the B2B sales discipline forward, Thank You! We leave 2017 with the following under our belt and

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Ask for a number and you get a story!

Virinchi Duvvuri By on December 25, 2017

Winter brings back so many memories. Hot chocolate, Christmas, presents….and let me not forget the dreaded account planning for the coming year. This is the time of year that we (salespeople) become great storytellers since everyone wants to know “our call” and we need to give a good story on what is going to happen (as though we have a crystal ball). The reason why we can’t give a concrete number is that we don’t have verifiable

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Why Veteran Sales Reps Still Need Coaching

Nelson Greenwood By on December 19, 2017

As sales leaders, we’ve all heard the following from our experienced sales reps when we ask them to enter their daily activity into CRM or to follow our preferred sales process, “Don’t worry, I’ve got this covered” or “I’m a professional; this isn’t my first rodeo you know.” What these reps are really saying is that they don’t want a sales manager looking over their shoulder and following their every move. Since they have been successful in the past, they

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You Need A Personal Sales Assistant

Virinchi Duvvuri By on December 4, 2017

Help!  I need an assistant! Here at we eat our own dog food - meaning - we use our own tools on a daily basis to manage our own deal flow and forecasting.  Today, I’d like to run you through how I use as my personal assistant…..everyday. How many times have you run from one meeting to the next with little to no time for “updating” all the activities and people you’ve spoken to or met during your customer interactions? What’s

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Arnulf Hsu By on November 28, 2017

Hot on the heals of the initial Salesforce release, we are releasing the next iteration! This version presents the Interface within Salesforce. Available both in Classic or Lightning. Some folks love the Salesforce User Interface, others not so much. You pick where you want to consume Insights. Now, Its up to you.

Classic: with Classic you get:
  • Single Sign On to from within Salesforce
  • a Panel within the Opportunity Screen including the Smart

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Who To Blame When Sales Are Failing?

Babar Batla By on November 28, 2017

The Blame Game There are many reasons why a sales team isn't successful. Perhaps you are trying to sell your product prematurely - before you've achieved product/market fit. Perhaps you are selling your product to the wrong target buyer (you are convinced that your product should be bought by CFO but she won't take your calls and isn't interested). This is also a version of not having product/market fit. Or perhaps your product is too buggy and you can't convert trials and POCs (proof

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Reps hate CRM but love to make money…how do you keep them happy?

Virinchi Duvvuri By on November 20, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1"] There are few absolutes in life.   Death and taxes are the common ones.   I would postulate that there are two more specifically for your reps:  

  1. Reps HATE to update CRM
  2. Reps are LASER FOCUSED on hitting their accelerators
If these two truths are correct, why do we bog down our sales reps with updating a system that only values the leadership?

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Scotch, Coffee, Martini or Water? Let’s Meet At Dreamforce!

Babar Batla By on October 25, 2017

I will be attending Dreamforce 2017 this year and have a ton of meetings lined up.  I plan on checking out the sales enablement technology at the event, getting inspired by Marc Benioff and meeting lots of new folks.

I wanted to make sure I left plenty of time to meet with YOU.

I'm interested in meeting you to learn more about you and your business.  If we've spoken on the phone before - it is always

Read More To Host Roundtable Discussion on Artificial Intelligence in Sales

Babar Batla By on October 16, 2017

October 25-28, 2017, Dallas, TX

Colleen Ellison, VP Sales Digital Map Products

Babar Batla, CEO & Co-Founder,

Virinchi Duvvuri, CRO & Co-Founder,

Join us at the Experience Sales Enablement Society 2017 Conference in Dallas, TX this coming October 25-28, 2017. We've invited Colleen Ellison, VP Sales from Digital Map Products (a customer) to

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You’re Fired

Virinchi Duvvuri By on October 11, 2017

You're Fired Most sales organizations are plagued with high sales rep churn / attrition. Sales organizations are so used to expecting high rep churn that they build it into their models. The guilty parties go beyond the Sales Leader, though! The CFO, the CEO and the Board are equally complicit in supporting and perpetuating the accepted myth that "you'll lose 30-40% of your new sales hires - so be sure to hire in large groups." To meet

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sales team

The Case for Sales During Product Development

Babar Batla By on October 9, 2017

The Case for Sales During Product Development In the early days of your product development you are not only trying to understand how customers will use your product but you need to understand how to sell your product. Your company believes that they have a product that customers want but no one has sold one copy/item yet. For early stage startups this can be a deadly experience as perhaps the founders spent months writing software without any real customer

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The Artificial Intelligence Sales Maturity Model

Arnulf Hsu By on September 27, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text] The Artificial Intelligence Sales Maturity Model If you are in the Sales world you are not new to the concept of a Sales Maturity Model. Comparing your sales team and your sales process to a Sales Maturity Model can be helpful in assessing “where you are at” and “what needs to be done” to improve your sales processes. Most of the Maturity Models are based on scientific states of energy for some reason: Chaotic, Organized, Coordinated, Collaborative, Optimized and Predictive. These are

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Sales 3.0 Conference Wrap-up

Babar Batla By on September 25, 2017

I just got back from Sales 3.0 put together by Gerhard Gschwandter and Selling Power team. Sales 3.0 conference had a line up of influencers sharing their thoughts on the latest sales trends, challenges and where we are heading with customer engagement. What I appreciated most about the conference was how it kickstarted the conversation around AI (Cognitive Era) and its place in Sales. We had a variety of speakers, experts and vendors at the conference who were all focused on

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Customer Verifiable Outcomes and Your Sales Pipeline

Virinchi Duvvuri By on September 18, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text] Customer Verifiable Outcomes and Your Sales Pipeline Every sales process is comprised of a series of steps. A good sales process displays the map for the rep and shows the progression of an opportunity through the sales pipeline. Ideally, the sales process is simple, clear and understandable to all of the sales reps (and the marketing team!). But are a series of steps "good enough?" Most companies have a process that equates the likelihood of an opportunity closing with the

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You Can’t Forecast A Great Conversation

Virinchi Duvvuri By on September 14, 2017

Great Conversations Don't Belong In Your Sales Forecast How many times have you been in your weekly sales meeting and someone asks, "How is the Fisher Account coming along?" .....and the answer is, "We had a GREAT CONVERSATION." Or someone asks, "How'd the demo go? Did you close 'em?" .....and the response is, "No, but we had a GREAT CONVERSATION!" The dreaded Great Conversation. Don't worry - it happens to all of us but it's something that we need

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The Value of Found Time (A Lesson from Hurricane Harvey)

Babar Batla By on September 11, 2017

The Value of Found Time (A Lesson from Hurricane Harvey) The most valuable asset in our lives is our time. How you manage your time and what you do with your time has a direct correlation, particularly in sales, to success and to your impact on the world. What would you do with your time if you had an extra hour every day? What would your sales reps do if they had an extra hour every day? Some folks might goof off,

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It’s the data stupid.

Babar Batla By on September 6, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1"] It’s the data stupid. When a little known governor from Arkansas, Bill Clinton, put together a campaign to unseat the incumbent President George H. Bush, the Clinton campaign strategists tried to come up with a simple, clear message that would resonate with the American public. As a team, they came up with three core messages….but history only remembers one……"It’s the economy, stupid.” And, it worked - Bill Clinton went on to win the 1992 election and unseated

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Be Prepared.

Virinchi Duvvuri By on September 4, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text] Be Prepared. The regular cadence of a performing sales team includes the dreaded one-on-one deal review. This meeting is usually a weekly meeting set by the Sales Manager to discuss and review the progress (or lack thereof) of the rep’s pipeline. This experience is often a very personal experience for the rep and most reps are quick to come up with any excuse in the book to avoid or skip the weekly one-on-one. Here are some of the most popular excuses

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The Leads Are Weak!

Virinchi Duvvuri By on August 30, 2017

The Leads Are Weak! One pervasive battle in any company is the ownership of "Leads." What we mean by this is that there are two camps that are often PRAISED or BLAMED for the quality of the Leads. Depending on the company, Leads might be owned by Marketing and are often measured by "# of MQLs or SQLs Created / Converted." If you are in the Sales world you've heard or read the quotes

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How To Close a Deal Over Text

Virinchi Duvvuri By on August 28, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text] How To Close a Deal Over Text The Answer is you can't and you shouldn't. But…... In today's world of immediate gratification and second-by-second updates that come directly to the phones in our pockets - it is tempting to accelerate the sales process with your prospects and try to close the deal as fast as possible - over text. The reality is that it takes time to build a relationship with your prospects and your customers. To begin with, you might

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You Have A New Sales Process……Now What? Hire a Robot.

Babar Batla By on August 23, 2017

You Have A New Sales Process……Now What?  Hire a Robot. At least once a year most companies do some sort of “sales process review” to evaluate whether or not their current sales process is working or not. This might have been instigated by your manager, your executive team or even your Board of directors if your forecasts have been historically inaccurate. This evaluation might occur at an offsite or informally in a conference room over the course of an afternoon.  During the

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Stop The Salesforce Madness

Babar Batla By on August 21, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1"] Stop The Salesforce Madness We get it. You finally hired that Salesforce guru who tricked out your Salesforce deployment. She customized, hybridized and electrified your CRM with every aspect of your sales process. You've got an application object for every phase of your sales cycle with field validation and triggers and workflow....all that feeds into your precious dashboard that looks like a science fiction cockpit full of dials, measurements, alerts, flashing lights and graphs. Like us, you spent days in

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What Are Sales Reps For?

Babar Batla By on August 16, 2017

[et_pb_section bb_built="1"][et_pb_row][et_pb_column type="4_4"][et_pb_text _builder_version="3.12.1"] What Are Sales Reps For? A popular meme in the software world today is to wear a proud badge of honor and exclaim: “We Don't Have Any Sales Reps at our company!” This mantra has even permeated the automobile industry where companies are offering “no-haggle” pricing in an attempt to eliminate or reduce the “used-car salesman” effect that turns off buyers. Many blog posts, articles and talks have been given on the topic of “

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Your Sales Forecast is Driving You Insane

Babar Batla By on August 9, 2017

Your Sales Forecast is Driving You Insane For years, you've done the same thing every day, every week, every month and every quarter. You've relied on the same tools with the same process hoping that one of these days, your sales forecast will magically be accurate. Instead, you miss the quarter, sometimes by a mile, sometimes just by a little – but you missed. Or, if you are lucky, you beat the quarter because of that one bluebird deal that came in

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What’s Wrong With Your Sales Forecast

Babar Batla By on August 7, 2017

What's Wrong With Your Sales Forecast? We know how most sales forecast meetings go. The manager sits in a conference room with the team and opens up the CRM. One by one – painstakingly slow – the manager proceeds to interrogate each of the reps about each deal in their pipeline. “Is this really gonna close next week?” “When was the last time you spoke to them?” “Have you heard back from their legal team yet?” “You are telling me that your contact has been on

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Welcome to

Babar Batla By on August 2, 2017

Welcome to, we invite you to join us on our journey to improve sales teams all around the world. was founded with the simple desire to improve the daily lives of sales teams and to help them develop a consistent and accurate forecast. We know that there are a myriad of tools that sales teams use on a daily basis - but in spite of the technology - they still can’t seem to get an accurate sales forecast.

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