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My Channel Forecasts Are Never Right… Why?

In a recent blog article, we discussed the importance of forecast predictability from internal sales resources and the importance of disciplined sales processes coupled with talent to achieve superior performance.
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Sand, Rocks, and Boulders

A 1 ton boulder weighs as much as one ton of sand, and both weigh the same as a ton of rocks. Revenue is similar - $1 million from small accounts, transacted efficiently, can be a better business than a $1m deal in an enterprise and similarly 10 $100k sized deals may be the best business for a technology company.
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