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Pete Furseth

Marketing ROI – a top 5 marketing priority for 5 straight years!
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At its core, figuring out marketing ROI seems pretty basic. When you get into the details, however, it quickly becomes complex. This blog post will identify these complexities and provide insight on how to handle them.

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How to Clean Up Your Marketing Data in 5 Easy Steps
150 150 Pete Furseth

DATA, DATA, DATA! Everyone keeps talking about data. As a purveyor of data analytics, we can’t help but talk about data. We love clean data! As a marketer, you should love clean data, too. Clean data is the key to delivering the right message, to the right people, at the right time.

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16 Metrics to Track the Health of Your Sales Pipeline
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Based on seeing Sales Pipelines of many shapes, we have created a Sales Pipeline “Health Check.” You can use it to help understand your Sales Pipeline and make sure you have the visibility into your business that you deserve. The 16 metrics outlined below should be evaluated weekly and compared through time to understand if your CRM quality is trending in the correct direction.

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Optimization: Choosing the best Direction
Optimal GPS Directions vs Sales Optimization – If your GPS gives you the “best” route home, will you take it?
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The technology we rely upon to pick our most efficient route home can also help us in our jobs. Specifically, this blog post focuses on how you can use this technology to optimize your sales resource planning.

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Gears of Machine Learning
How to Use Machine Learning to Value Your Sales Funnel
586 440 Pete Furseth

Data sciences are applied to many industries, but there is a notable lack of adoption among sales organizations. Despite the fact that sales forecasting often tops sales leader’s list of challenges, these predictive analytics techniques have not taken hold.

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5 Tips to Align Sales and Marketing
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In high-growth companies your goal is to achieve sustainable revenue growth. To do this you need to attract new customer and grow the relationship with your existing customers. Everything that the sales and marketing teams do must align to achieve this goal.

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Score-Based Approach to Marketing Attribution
150 150 Pete Furseth

In high-growth companies your goal is to achieve sustainable revenue growth. To do this you need to attract new customer and grow the relationship with your existing customers. Everything that the sales and marketing teams do must align to achieve this goal.

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Optimization – Marketing Mix
1024 709 Pete Furseth

If you have a marketing automation platform, or a disciplined way to track your marketing programs, then you have enough data to optimize your marketing program mix. The optimal marketing mix refers to how to best spread your marketing investment to increase conversion rates to qualified leads and won deals, which ultimately drive revenue.

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sale resource planning
Optimization – Sales Resource Plan
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The goal of an optimal sales resource plan is to achieve your revenue goals while minimizing your sales cost. The result is a plan that tells you how to grow your sales team at the minimum cost, or how much additional revenue to expect from your existing team.

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Optimization Button
Optimization – The Secret to Increasing Revenue
590 338 Pete Furseth

Optimization is simply about finding the best way forward for your business. It is a tool you can use to increase revenue without additional investment, or decrease cost while still achieving your goals.

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Sales Efficiency Ramp Rates – How much should you invest in improving them?
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Salespeoples’ Efficiency In a recent blog post, we covered how to measure the efficiency of your salespeople. Knowing this information is critical to ensure you are adequately resourced to achieve…

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Sales Efficiency – what should you really expect from your team?
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At ORM we recommend the following approach to determine your sales efficiency. We evaluate the sales efficiency by salesperson, sales position, territory, and month for at least a two year period.

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How to Pick a Sales Analytics Platform
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If you’re looking for a sales analytics platform the best method to ensure you end up with something that lets you make predictive forecasts is by looking for these things.

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Annual Sales Planning – What is it costing your business?
Pete Furseth

Very few companies realize that this annual process could be costing their company 4% – 5% of additional expense. For a mid-sized company, with $70M – $90M in revenue, this can amount to $2M over two years.

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Sales Ramp Rates
What is Your Sales Ramp Rate?
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What are sales ramp rates? Why should I care about them? How do I use them? This article explores each of these questions.

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Sales Turnover
3 Hidden Costs of Sales Team Turnover
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Have you ever tried to figure out the true cost of turnover in your sales team? Consider these three hidden costs and tips to reduce them.

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