Cien.ai Growth Essentials Series: Pipeline Quality vs. Pipeline Mgmt.
By Rob Kall, CEO & Co-founder Cien.ai What’s the difference between bad pipeline quality and bad pipeline management? These terms can be confusing, but our definition is that the quality of the pipeline is measured when an opportunity is created. If it is very unlikely to be won, then it is of low quality. Pipeline […]
Cien.ai Growth Essentials Series: Achieving Sales & Marketing Alignment
By Rob Kall, CEO & Co-founder Cien.ai Does alignment matter? There is a lot of talk about finding corporate alignment, but what does it even mean? That everyone get along at all times? That there are no differences of opinion? Not at all – all organizations are made up of individuals and those are unrealistic […]
Cien.ai Growth Essentials Series: Understanding Rep Performance
By Rob Kall, CEO & Co-founder Cien.ai Do you have a rep performance management problem? It’s naïve to think that you can get a sales team of all A-players, so how do you know if your team has adequate performance? Start by segmenting your team into overperformers (your true A-players), performers, and underperformers based on […]
