Do Conventional Sales Quotas Work?

The Conventional Approach

Conventional wisdom is often wrong. Did you hear that making the number is all that matters in sales? Did you hear that results are determined at the end of each quarter? Does hitting or missing quotas show what your team is capable of besides the fact that they missed an arbitrary number?

The numbers sales people hope to achieve are often based on previous sales performance. Placing a fixed number encourages success, BUT does it put a limit on what might actually be possible?
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Does Your Pipeline Management Rely On Anecdotes?

Sales Reps often find themselves overloaded with forecasting rules, sales evaluation techniques and pipeline management metrics. The conventional wisdom states that the secret sauce of pipeline management is in the data in your CRM, and that you should exploit this data in as many ways as possible in order to create an accurate view of your pipeline. We’re going to show you that this “conventional wisdom” is not just wrong, it’s actually harmful to your sales team and bottom line.

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Single Threaded Opportunities

No matter how good we are with Sales, we sometimes break a rule.

Don’t allow your relationships with your customers or opportunities to be focused on only one or two people.

Imagine the disaster you would be left with should those that you are dealing with change position or leave your prospect company. The longer your sales cycle, the less you should rely on a single point of contact. We’re going to show you why you need to have more than one contact at a target company, and then tell you how to uncover and track those valuable extra contacts.
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Datahug at Dreamforce

With just 2 days and counting, Dreamforce ’14 is fast approaching. And as you plan your schedule, remember: you’re the star at this year’s biggest industry event! It’s time to make the most of Dreamforce!

Our Dreamforce Irish Party has sold out completely. If you’ve booked a ticket, we look forward to seeing you there!

If you weren’t lucky enough to get a ticket, you can book a meeting with us here:

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Check out our full schedule:

Monday 13 OctoberIrish Party – Chieftain Pub – 6pm to late

We’re throwing an old fashioned Irish Party on Monday 13 October. You’re welcome to join us for some Guinness, snacks, and craic.

SOLD OUT – you can still visit the event page for details here

Wednesday 15 October

Sales Acceleration Breakout with Troy Anderson, VP of WW Inside Sales at Qlik

12 – 2 PM – Four Seasons, 757 Market St, San Francisco, CA 94103

RSVP here

Thursday 16 October

CRM Adoption Lunch & Learn with Cirrus Insights

Adoption has always been the achilles heel of CRM. How do you effectively encourage your users to use Salesforce? Well we’ve gathered the coolest solutions on the AppExchange that make Salesforce more user friendly, and dare we say fun!

More info here

Remember, you can still book a meeting with us – just click the button!

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See you there!

CPSG Partners Case Study

CPSG Partners is one of fastest growing Information Technology Consultancy Services companies in the US. They are renowned for their quality of service, their entrepreneurial leadership team and their commitment to only hiring the best and the brightest technology consultants. They were recognized as #1 in the Top IT Services Companies on the 2014 Inc. 5000.

In 2013, CPSG Partners and their CEO, Rohit Mehrotra, faced a big challenge. To grow further, they needed to leverage their customer base and utilize the relationships that their consultants were building in the field. Download the latest case study and learn how Datahug helped CPSG Partners.

Datahug Case Study – CPSG Partners

The best way to discover Datahug is to see it in action – Request a demo, and we can run you through the features and benefits in no time.

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Sponsor’s Guide for Dreamforce

You’ve paid the sponsorship fee and preparations are under way. This is one of your biggest marketing investments of the year. Dreamforce is a chance for your company to connect with thousands of potential customers.

How do you make the most of Dreamforce?

This guide will show you how you can go beyond giveaways, scanning badges and collecting business cards to start conversations that drive growth and new opportunities which will be valuable for the next twelve months.

Download and share this guide to “Crushing it at Dreamforce“.
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Attendee’s Guide for Dreamforce

It’s that time of year again. There are lots of great B2B sales & marketing events throughout the year, but Dreamforce (’s annual user conference) tops them all. Whether this will be your first time attending or if you’ve been to many, having a game plan and strategy up front for a conference this big is essential.

Are you attending?

Flights booked?       CHECK

Accommodation?    CHECK

The next thing you need is this great guide!

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Why your sales reps won’t hate Next Generation CRM…

In order to get some background for this article, you should read about the evolution of CRM here.

Sales people disliked traditional CRM.

There were a number of reasons why sales people did not like traditional CRM.

  1. Updating CRM required a lot of time
  2. Forecasting was not very accurate
  3. Sharing contacts between team members was not optional
  4. Introducing CRM created so many new constraints
  5. You had to learn how to use it!

These problems were not just a matter of opinion; they were the limitations of extraordinary software
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Qlik – Video Case Study

Qlik is one of the fastest growing Business Intelligence companies in the world. Founded in Sweden, their customer base extends worldwide and they now have over 32,000 customers and 2,000 employees.

Having adopted Datahug in 2013, their goal was initially quite simple – to get more pipeline visibility and to accelerate their sales cycle.

A special thanks to Troy Anderson, VP Worldwide Inside Sales at Qlik and the team in Vancouver for spending a day with the Datahug team.

Share this video with your colleagues and friends.

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