As firms grow, they need to move their sales pipeline from inside their head into a more formal process, says Sarah Dobek of Inovautus Consulting, to gather the right data and hold everyone involved ...

As the year progresses, now is the time to strategize for a strong finish. When your sales teams fall short of the quota, familiar culprits often surface: insufficient leads, economic downturns and ...

The key to a successful magic trick is the illusion. When it comes to forecasting revenue, investors are looking for more than just smoke and mirrors. Increasingly, founders use Weighted Average ...