Trends &
Insights

Streamlining account-based forecasting with Salesforce


For many companies, Account-based forecasting is critical to support effective sales and revenue management. This forecasting methodology can directly drive revenue by calling out prior year versus current-year same-period performance to re-capture and grow a cyclical business. Beyond the direct performance impact, accurate forecasts drive better planning and decision-making. Finally, account-level forecasts can provide rich data to support seller evaluation, coaching, and performance management.
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Why Many Ad Sales Executives Are Lax In Optimizing CRM


As tenured consultants in the CRM for media space, we are all too familiar with technology indifference at the executive level. There are a range of reasons why this is all too prominent, particularly in ad sales. Five reasons why ad sales executives may be lax in optimizing CRM: Ad sales organizations typically have a history and culture of creative dominance where a more disciplined process and systems-based approach may not always be as valued.
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