Research
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Comparing opportunity scoring models: rule-based versus predictive
Original analysis comparing rule-based lead scoring against predictive models across account types.
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Do aggressive quota structures actually improve forecast accuracy?
Research into whether stretch quotas help or hurt forecasting reliability.
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How the definition of a 'qualified opportunity' drifts over time
Research into why even a well-documented opportunity definition tends to erode without active maintenance.
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Evaluating forecasting tools: what the vendor pitch usually leaves out
Research into what actually determines whether a forecasting tool improves accuracy.
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Specialist versus generalist sales structures: what the data actually shows
Research comparing specialised sales roles (hunter/farmer, SDR/AE) against generalist structures.
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