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What is revenue management software?Simply put, revenue management is order-to-cash. It is everything that occurs after a quote is accepted, an online order is placed, or a contract is signed, until your company collects and recognizes the revenue.

Look across any org and you’ll find sales ops is asked to do a wide variety of tasks, from the tactical to the analytical, to the strategic. Companies rely on this team to own and optimize the CRM, forecast and report, enable and educate reps, map territories, set comp, implement tools; the list goes on.

Years ago, Baskin-Robbins became famous for offering “31 flavors” of ice cream. Since then the company has introduced over 1,000 flavors. The company also introduced the idea of sampling their flavors so that each customer could discover the one that was right for them.

Most sales leaders have been cultivating the least effective type of sales rep.

Paul J. Loftus is the Vice President of Sales and Revenue Retention of North America Tax & Accounting at Wolters Kluwer, and he has made a career executing transformational sales change management.

Sales forecasting is perhaps the most important tool for any sales rep or manager, as it shows them how well the company will do in the future. By using existing sets of data, the various sales forecast methods attempt to predict a company’s sales performance (expected demand) at the end of a measurable period.

“It is not who we are underneath, but what we do that defines us.”

- Batman, the Masked Vigilante

For those of you who don’t know me, Batman was easily one of my favorite heroes growing up. Unlike Spider-man or Superman, he was not gifted with supernatural powers.

This is a guest post by Amy Abascal of FollowAnalytics.

We all rely heavily on our phones these days, but for B2B salespeople, their mobile devices are their lifelines. Closing deals would be virtually impossible without them.

There has been some debate as to whether or not “cold calling is dead.” Certainly that statement is an opinion and depends on whom you’re asking.

French fries. That’s the first thing that comes to mind when I think of McDonald’s, which has grown to become one of the largest restaurant chains in the world. Regardless of which location the food is ordered, most people can agree that every McDonald’s fast food chain is pretty much the same in terms of its look, experience, and food.

If your organization sells complex, high-value deals, a dedicated Deal Desk can make your life a lot easier. Deal Desks give field sales teams the tools they need to configure, price, and quote deals and help them coordinate all the teams that ultimately approve and finalize a sale.

In the sales cycle, the single most challenging aspect is actually closing a deal. The second is discovering opportunities on your own without a lead or interest. “I have rubbed shoulders with the rich, the powerful, and the armless. It’s how to network when handshakes aren’t an option.