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Which accounts in the territory nobody has touched this quarter. Which rep carries ninety accounts and works twenty. Which region is growing on three customers and losing the rest. From the CRM and the revenue source you already have, account IDs only.
Compare channel spending with consistently defined leads, qualified leads, and won customers. This guide gives the export layout, spreadsheet formulas, worked channel table, and reconciliation checks.
Oct 25, 20266 min readSales funnel analysis follows qualified opportunities through proposal, close, and open-stage aging. Use a worked CRM export to compare teams, reconcile opportunity value, and distinguish cohort conversion from closed-deal win rate.
Oct 25, 20266 min readUse CRM and revenue exports to compare pipeline, ownership gaps and forecast changes. Build a weekly sales-operations review with spreadsheet formulas, a forecast bridge and clear exception handoffs.
Oct 24, 20265 min readCalculate Google Ads spending per lead from campaign and CRM exports. Compare valid leads, qualified leads, and acquired customers without mixing their denominators.
Oct 24, 20266 min readMeasure newspaper and magazine campaign returns using recorded responses, matched net revenue and complete print costs. The worked example includes spreadsheet formulas, a refund adjustment and the checks that keep attributed sales separate from incremental sales.
Oct 24, 20265 min readReconcile unique orders and channel costs before calculating omnichannel return. Use a worked spreadsheet example to allocate revenue and contribution without counting the same sale more than once.
Oct 24, 20265 min readFacebook ad KPIs connect campaign spending, delivery, conversion events, and attributed purchase value. Use a worked campaign export to calculate the ratios, check the totals, and interpret attribution without claiming incremental sales.
Oct 23, 20266 min readThe sales life cycle connects qualification, selling, close and customer handoff. Map the evidence required at each stage, then measure conversion, aging and acceptance delays from CRM histories.
Oct 23, 20266 min readB2B marketing KPIs connect qualified accounts with accepted opportunities, sourced pipeline and customer acquisition costs. Compare equally mature cohorts from campaign, CRM and finance exports, with a worked example and checks that keep open deals visible.
Oct 22, 20265 min readA useful sales forecast meeting explains what changed, which deals support the number and who will act next. Build the review from frozen pipeline snapshots, check the movement by deal and rep, and leave with an evidence-based action list.
Oct 22, 20265 min readBuild a dashboard that shows covered, overdue and untouched account value by rep. Use CRM activity and invoice exports, explicit cadence rules, Excel formulas and a reconciled action list.
Oct 21, 20265 min readUse dated US industry benchmarks without confusing inquiries, qualified leads and customers. See how channel, cost scope, sales timing and weighting change a cost per lead comparison, with a worked example from supplied campaign data.
Oct 20, 20266 min readB2B cost per lead becomes useful when contact counts connect to qualified accounts and opportunities. Build a cohort report from campaign and CRM exports, with spreadsheet formulas and checks for account duplication and sales-cycle timing.
Oct 20, 20265 min readCalculate billboard and other out-of-home campaign returns from matched sales, contribution and complete campaign costs. A worked example separates tracked response from geographic comparisons and explains what neither can prove about incremental sales.
Oct 19, 20265 min readCompetitor audience analysis compares supplied aggregate audience research with your own customer segment results. This workflow shows the spreadsheet calculations, denominator checks, and limits on the conclusions you can draw.
Oct 19, 20265 min readValue based segmentation groups customers by measured economic contribution under agreed cost rules. Build the account calculation, assign contribution bands, compare service costs and reconcile every group to the source totals.
Oct 19, 20266 min readAn opportunities dashboard compares open sales deals by stage, owner, age, and expected close date. This worked example shows the source fields, the calculations, the checks, and the decisions each exception should trigger.
Oct 18, 20266 min readA sales commission dashboard connects credited sales, reported earnings and gross payouts by rep. Build a balance bridge from compensation and finance exports, then use the differences to identify timing items and reporting errors.
Oct 18, 20265 min readTechnographic segmentation groups business accounts by known technology attributes. Compare revenue and contribution using supplied CRM fields and ledger exports, then check that every account and dollar is counted once.
Oct 18, 20265 min readCalculate television advertising return from matched campaign revenue, contribution and complete production and placement costs. A worked market comparison shows the spreadsheet formulas, reconciliation checks and effect of a longer observation window without treating attribution as causal lift.
Oct 18, 20265 min readSales cycle length measures elapsed days from a defined starting event to close. Calculate the mean and median, reconcile stage time and keep open-deal aging separate from completed durations.
Oct 17, 20266 min readBuild a territory SWOT from account revenue, concentration, coverage and capacity figures. This worked US example connects each observation to an action and changes one capacity assumption to test the conclusion.
Oct 17, 20266 min readA B2B dashboard connects account revenue, open opportunities, and service activity. Work through a US distributor's figures, see how one corrected input changes the result, and use the checks to keep the account review honest.
Oct 16, 20266 min readRegional manager KPIs compare location revenue, gross margin, and target attainment on consistent definitions. Use a worked regional review to separate the net result from the locations that need attention.
Oct 16, 20265 min readCompare B2C lead costs using dated US benchmarks and consistent consumer lead definitions. A worked campaign example connects media spending to valid leads, qualified consumers and purchases without assuming a universal average.
Oct 15, 20266 min readNeeds based segmentation groups customers by requirements they have actually expressed or confirmed. Build an evidence register, assign reproducible groups, then compare revenue, gross margin and service usage from your customer exports.
Oct 15, 20266 min readCompare branch sales, gross margins and target attainment using consistent regional exports. Work through a branch review, prove the totals and turn exceptions into questions for local managers.
Oct 15, 20265 min readSales forecasting reports put the approved forecast, its latest changes and actual sales on one consistent basis. Assemble a review by rep and region, reconcile the totals and show the misses that disappear inside a company average.
Oct 14, 20265 min readCRM forecasting compares a frozen opportunity forecast with the sales that actually closed. Build the review from dated exports, preserve the original team and category, and reconcile every movement to an opportunity.
Oct 13, 20264 min readLead generation KPIs connect inquiry volume to qualified leads, opportunities, customers, and acquisition costs. Follow a US company example, reconcile the source exports, and see what changes when one campaign cost falls.
Oct 12, 20267 min readPresales KPIs connect technical selling workload with proof-of-concept outcomes and supported deals. Work through an export, capacity calculation, conversion measures, and the checks that keep them honest.
Oct 12, 20265 min readSales commission forecasting separates the cost of sales compensation from its payment timing. Build an approved forecast by team, reconcile the payable balance, and compare exported forecasts with actual expense and payments.
Oct 12, 20264 min readMeasure Facebook advertising ROI using reconciled sales, direct costs, and the full campaign investment. Work the calculation in Excel and check that every cost appears once.
Oct 11, 20265 min readCompare segment focus, account expansion and product mix as practical sales strategy choices. A worked US distributor example connects conversion, revenue, gross profit and selling effort, then tests how one changed assumption affects the choice.
Oct 11, 20266 min readGroup business accounts by service location, state, metro area and sales region. Use customer and revenue exports to compare sales and account coverage without duplicating national accounts.
Oct 10, 20265 min readBundle sales combine products or services in one commercial offer. Compare the effective discount, variable costs and contribution with equivalent standalone purchases before deciding whether the bundle earns its place.
Oct 10, 20265 min readMeasure radio campaign return from station costs, tracked responses, and matched sales. Use a worked market comparison and spreadsheet formulas that separate attributed contribution from evidence of incremental impact.
Oct 10, 20265 min readChoose sales reports by the management decision each one supports. Work through pipeline coverage, closed outcomes and a bookings-to-revenue reconciliation using checked export figures.
Oct 9, 20266 min readIndustry CPA comparisons are useful only when acquisition definitions, cost scope and measurement windows match. Use a worked campaign example to build a defensible internal baseline before comparing an outside benchmark.
Oct 9, 20266 min readCalculate Google Ads ROAS from campaign spending and attributed sales. Reconcile conversion values, refunds, attribution windows, and finance revenue before comparing campaigns.
Oct 9, 20265 min readA QBR dashboard puts quarterly account revenue, retention, and growth opportunities into a consistent review. Follow a worked US company example, reconcile the measures, and assign an owner to each customer action.
Oct 9, 20266 min readA sales force composite combines sales representatives' estimates into one forecast. Use a consistent submission basis, preserve review adjustments and compare the frozen estimates with actual results.
Oct 9, 20265 min readCompare customer contribution, purchase cadence and acquisition cohorts before choosing a ranking method. A worked B2B example shows why different questions produce different account priorities.
Oct 8, 20266 min readAnalyze influencer audience fit using supplied aggregate summaries and campaign results. Compare a clearly defined target segment, consistent engagement ratios, and observed qualified leads without inferring missing audience evidence.
Oct 6, 20264 min readBuild an opening-to-closing customer roster from account snapshots and sales exports. Separate losses, new customers and reactivations, then reconcile counts and compare the revenue associated with lost accounts.
Oct 6, 20264 min readCopy a sales-specific Excel workbook layout for actuals, targets and next-period pipeline. Follow the formulas, worked rep and region totals, and checks before presenting the dashboard.
Oct 6, 20265 min readCost per lead divides campaign spending by consistently defined leads. Work through campaign costs, duplicate removal, spreadsheet formulas, and the reconciliation that proves the total.
Oct 5, 20265 min readBuild a growth dashboard from customer revenue exports. Use Excel formulas to separate new revenue, expansion, contraction, and lost revenue, then reconcile the bridge and check customer retention.
Oct 5, 20264 min readCalculate advertising return from seller revenue, refunds, marketplace fees, product costs, and campaign spend. Build a spreadsheet comparison that preserves the attribution basis and counts each fee once.
Oct 3, 20265 min readSales expectations work when the outcome, selling behaviors and available capacity fit together. Use a CRM export to check the proposed target, then write an agreement with clear ownership and a regular review.
Oct 3, 20264 min readBuild a marketing dashboard in Excel from campaign exports. This reusable workbook layout compares spend, qualified leads and attributed revenue, with formulas and checks that keep the totals tied to the source files.
Oct 2, 20265 min readBuild a sales-team spending view from payroll summaries, expenses and sales exports. Compare salary, benefits, commissions, travel and tools with revenue and gross profit using checked spreadsheet formulas.
Oct 2, 20265 min readAccount based marketing KPIs measure target-account coverage, engagement, qualified opportunities, and wins. Follow one CRM cohort from its frozen target list to booked contract value, with explicit denominators and reconciliation checks.
Oct 1, 20266 min readCompare automotive cost per lead with dated US search advertising benchmarks. Work from campaign spending to valid inquiries, qualified buyers and recorded sales, with checks that keep the comparison consistent.
Oct 1, 20266 min readBuild a reusable CRM review workbook from opportunity and activity exports. This layout includes input columns, Excel formulas, worked rows, and checks that prevent activity records from multiplying pipeline value.
Oct 1, 20266 min readBuild a recurring monthly sales report from invoice and credit exports. Reconcile net sales, compare regions, products and customers, then turn the measured changes into an action list.
Oct 1, 20266 min readMQL KPIs show whether qualified leads become accepted handoffs, opportunities, and pipeline. Work through a source-level cohort, reconcile the counts, and separate qualification quality from sales follow-up.
Oct 1, 20266 min readCost per qualified lead depends on exactly which qualification stage you count. Calculate campaign spending per MQL and SQL, reconcile stage histories, and compare qualification rates with opportunity outcomes.
Sep 30, 20266 min readCustomer acquisition turns prospects into first-time customers. Learn how to define the qualifying event, connect CRM wins to revenue, and compare the early commercial results by source.
Sep 29, 20265 min readCompare advertising media using contribution after complete campaign costs. This guide aligns attribution, revenue, margin, and observation windows, then works through a spreadsheet comparison and the checks behind its totals.
Sep 28, 20265 min readHow to build a sales projection for next year from three parts: existing customers at their net revenue retention, new business from qualified pipeline and win rates, and a top-down check against the growth trend. Worked on three segments, with the Excel formulas and the gap that has to be explained.
Sep 26, 20265 min readConnect campaign spend, conversions and attributed revenue from supplied exports. Calculate acquisition cost, return on ad spend and contribution, then reconcile the results without mistaking attribution for incremental demand.
Sep 25, 20265 min readBuild a Google Sheets sales dashboard that compares net sales with targets by product and region. Use the worked layout, monthly controls and reconciliation checks to turn an export into a reliable sales review.
Sep 25, 20265 min readChoose sales forecasting software by the inputs, decisions and review evidence your team needs. Compare approaches on the same sales export and check forecast error before committing.
Sep 25, 20265 min readCompare sales actuals with targets, conversion and customer movements from workbook exports. Follow a worked review with Excel formulas, reconciliation checks and actions by rep and region.
Sep 24, 20265 min readHow to calculate a moving average in Excel on monthly sales: the AVERAGE formula filled down, a window size you can change, a weighted moving average with SUMPRODUCT, the rolling 12-month total finance uses, and the chart trendline and Analysis ToolPak options. Every formula was tested in Excel for Microsoft 365 on a worked 12-month table.
Sep 23, 20266 min readHow Excel's forecasting functions work on sales data: FORECAST and FORECAST.LINEAR fit a straight line, worked by hand on eight quarters; FORECAST.ETS uses exponential smoothing with seasonality, run in Excel on 24 months with its confidence interval. Arguments, Forecast Sheet, which to use, and where each goes wrong.
Sep 20, 20267 min readCompare Google advertising costs, conversions, and attributed revenue from campaign exports. Follow a worked example that reconciles campaign totals and separates advertising return from profit.
Sep 20, 20265 min readBuild sales pivots by customer, product and month from a Google Sheets export. Follow the source layout, date grouping, filters and checks that keep the totals tied to the original rows.
Sep 20, 20265 min readAnalyze product mix from a transaction export using units, net revenue and contribution by channel. A worked table and spreadsheet formulas show which products support the portfolio and how to reconcile the result.
Sep 20, 20265 min readIncrease share of wallet through a measured account expansion workflow. Validate the customer wallet, qualify the gap, assign an action and review the resulting revenue and contribution.
Sep 19, 20266 min readMarket analysis and sales forecasting connects supplied demand estimates with attainable company sales. Build a regional assumption table, compare it with actual sales, and identify which inputs explain the gap.
Sep 17, 20265 min readBuild a monthly sales forecast in Google Sheets from baseline revenue, growth assumptions and incremental pipeline. Compare the completed forecast with actual revenue by month and region, then reconcile the differences.
Sep 15, 20265 min readBuild a conservative sales forecast from explicit volume, price and timing risks. Compare the downside with the base forecast by customer and region, reconcile the change, and test the assumptions against actual results.
Sep 9, 20265 min readCalculate Facebook Ads ROAS from campaign spend and attributed order revenue. Match reporting windows, reconcile returns, and compare campaigns using a consistent revenue definition.
Sep 6, 20265 min readAdvertising metrics need consistent definitions before campaigns can be compared. Work through cost, click, purchase and revenue measures from one campaign table, with denominator checks and a clear distinction between revenue return and profit.
Sep 4, 20267 min readCost per acquisition divides campaign spending by an agreed conversion count. Work through campaign CPA, reconcile the denominator, and distinguish advertising costs from fully loaded customer acquisition cost.
Sep 2, 20265 min readHow sales teams should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
Sep 2, 20264 min readChoose sales support measures for quote turnaround, order accuracy and unfinished work. Follow a worked distributor example, a change in one quote's turnaround and the checks that keep the figures honest.
Aug 30, 20266 min readA sales territory planning dashboard compares coverage, workload, potential, and account movements across proposed plans. This worked example shows which totals must stay fixed, how to read the tradeoffs, and what changes when capacity increases.
Aug 30, 20266 min readAverage B2B customer acquisition cost depends on deal size, sales-cycle timing, and the spending included. Compare acquisition cohorts from CRM and finance exports, then check the cost against contribution and payback.
Aug 29, 20266 min readWin rate, close rate and conversion rate are used interchangeably in sales reporting and have different denominators. Win rate is won over decided. Close rate is usually won over all opportunities created, decided or not. Conversion rate is the share moving from any one stage to the next. This page sets out the three definitions, computes all three on the same hundred opportunities, shows when each is the right one, and lists the questions to ask before comparing a figure to anyone else's.
Aug 28, 20263 min readA template for win-loss analysis that runs on every closed deal instead of an occasional interview program: the seven fields to record at close, a short controlled list of loss reasons, how to stop price becoming the answer to everything, and the four tables the data produces: win rate by segment and size, by competitor, by source and by stage lost. This page gives the fields, the reason list, the tables, the interview questions for the few deals worth a conversation, and a copyable form.
Aug 28, 20265 min readThe honest answer to what B2B sales win rate a team should have: the 20 to 30 percent figures usually quoted depend entirely on the stage the rate is measured from, whether it is counted by deals or by value, and what happens to deals that never close. This page gives the ranges by stage and desk, the three measurable things that set the right figure for one team, and the table to compute before anyone quotes a percentage.
Aug 27, 20263 min readMarketing spend analytics connects campaign costs with attributed revenue and contribution. Follow a checked workflow from marketing and finance exports to a campaign comparison, with spreadsheet formulas and clear limits on causal claims.
Aug 26, 20265 min readAn industry lead conversion average is useful only when its stages, cohort age, and source mix match yours. Use a worked comparison to separate lead-to-customer performance from differences in traffic and reporting definitions.
Aug 25, 20266 min readA weekly sales meeting agenda built on computed lists rather than verbal updates: five minutes on the numbers that moved, ten on the accounts that need a call this week, ten on the deals that changed or stalled, and five on commitments made and kept. This page gives the agenda minute by minute, the four lists that feed it and where each comes from, what to cut from the usual meeting, the rules that keep it to thirty minutes, and a copyable template.
Aug 25, 20265 min readThe honest answer to what share of a sales book should be covered: it depends on what counts as a touch on the desk, on the cadence each account is owed, and on whether coverage is measured by account count or by the value in the accounts. This page gives the ranges by desk, the three measurable things that set the right figure for one team, and the table to compute before anyone quotes a percentage.
Aug 25, 20263 min readMarket trend analysis compares company sales with an external indicator covering the same market and periods. Build a spreadsheet comparison, check the inputs, and identify which changes need a commercial explanation.
Aug 23, 20265 min readA hub for the templates on this site: the weekly sales meeting agenda, the pipeline review, the forecast sheet with tested categories, the monthly sales report, the quarterly business review, the one-page account plan, the territory plan, the account handover checklist, the win-loss form and the lost customer review, plus dashboard examples for five readers. Each template is copyable, says which export each figure comes from, and is designed so that the document is mostly filled in before anyone sits down to write it.
Aug 23, 20263 min readThe ten sales KPIs a B2B sales team should run on, whatever it sells, each with its formula, the export it comes from and what it tells you: value coverage at cadence, dormant accounts by prior value, share of wallet against similar customers, win rate from a stated stage, pipeline coverage against required, forecast bias per rep, time to first touch on new accounts, rep load against capacity, meeting to opportunity conversion, and customer concentration. Also the three measures most teams miss, the figures to drop, the identities, and who owns what.
Aug 21, 20264 min readA sales mix forecast projects which products will make up sales and what that composition means for revenue and gross profit. Build unit and revenue shares from a product-level export, then compare actual results with the same price and cost assumptions.
Aug 21, 20265 min readA template for a one-to-one pipeline review between a sales manager and a rep: the pre-read table that flags which deals need discussing, the six questions to ask about each flagged deal, how to handle stalled deals and slipped close dates, how the review feeds the forecast, and what to record. This page gives the flags, the questions, a thirty-minute structure, and a copyable template, so the review is about the ten deals that need a decision and not a recital of all forty.
Aug 19, 20265 min readThe complete meeting-to-opportunity conversion calculation on ten first meetings from two reps, small enough to check by hand: the first-meeting rule, the source per account, the pipeline's opportunity created dates, the thirty-day window, converted or not per meeting, the follow-up check, conversion per rep and per source, the no-follow-up list, the meeting whose opportunity came outside the window, and the assertion that first meetings equal converted plus followed-up plus no-follow-up, so a reader can reproduce every figure and then run it on their own activity log and pipeline.
Aug 17, 20263 min readLagging indicators in sales report results after they have happened: revenue, churn, win rate. Leading indicators move earlier and can still be acted on: coverage at cadence, dormancy, pipeline created, utilization before renewal. This page sets out the difference, lists common pairs, and gives the test most teams skip: checking on the business's own history that the supposed leading indicator actually moved before the lagging one, by how long, and how reliably.
Aug 16, 20264 min readPsychographic segmentation describes stated motivations, while behavioral segmentation groups observed actions. Compare survey labels with purchasing patterns without treating a purchase as proof of a customer's motives.
Aug 15, 20265 min readGroup B2B purchases as new tasks, modified rebuys or straight rebuys using documented buying evidence. Compare conversion, won deal size and subsequent order frequency without guessing a buyer's situation from invoices.
Aug 12, 20266 min readUse a synthetic sales order table to check revenue, cost and gross margin in Excel. Work the same rows by region, change one selling price and reconcile the results before using a business export.
Aug 10, 20265 min readWhen a sales rep or account manager leaves, the accounts they owned are at their most exposed and receive the least attention. This page gives a handover checklist for the first thirty days: reassigning every account the same week, ranking the book by value and by risk so the new owner knows where to start, the first-contact deadline per tier, what to capture from the leaver before they go, the contracts and renewals due in the next six months, and the two measures, time to first touch and ninety-day retention of the inherited book, that show whether the handover worked.
Aug 8, 20265 min readHow a sales leader measures the days between an account being assigned to a rep and the first logged touch, from the assignment history and the activity log: the median per rep, the accounts past a stated number of days with no touch, the effect on first-year revenue from the team's own history, and why the number is the earliest coverage signal a team has on new business.
Aug 5, 20262 min readExplore a business order export for customer concentration, product co-purchases and unusual monthly changes. This worked example shows the formulas, the reconciliation and how changing one order changes the findings.
Aug 4, 20266 min readBuild a sales leaderboard that compares attainment and growth alongside book size. Use Excel formulas to rank reps, handle ties, and reconcile team results without averaging individual percentages.
Aug 4, 20265 min readCalculate LinkedIn Ads cost per lead from campaign and lead exports. Match the leads to qualified contacts, opportunities and won customers to see whether a lower CPL produces better sales outcomes.
Jul 31, 20265 min readCompare commissions with credited revenue and gross profit by rep and segment. Work through the payout timing bridge, spreadsheet formulas and checks that make the comparison reliable.
Jul 30, 20265 min readExecutive opinions forecasting uses management judgment to estimate future sales. Document the assumptions, preserve the original baseline and test whether executive adjustments improve the result.
Jul 26, 20265 min readChoose a KPI for commercial manager reviews that connects net revenue, price realization, gross profit and customer growth. Work a segment example against targets and isolate the effect of one changed input.
Jul 25, 20267 min readHow a sales leader measures the load on each rep from the CRM export, accounts and open opportunities weighted by expected effort, sets the norm from the team's own best-performing reps, and finds the two failure modes the headcount plan hides: reps with too many accounts to touch and reps with too few to hit number.
Jul 21, 20262 min readSales forecasting for multiple products builds a company outlook from consistent product rows. Reconcile units, prices, and revenue, preserve unexplained target gaps, and compare the frozen forecast with actual sales.
Jul 21, 20265 min readCalculate paid-search ROI from campaign spending and matched financial outcomes. Reconcile clicks, orders, refunds, direct costs, and campaign fees before comparing returns.
Jul 19, 20265 min readPredictive revenue estimates future sales from historical revenue and information available at the forecast date. Learn how to choose inputs, test predictions on later periods, measure bias and assess uncertainty before using the figures in a business plan.
Jul 19, 20265 min readRank customers into ten groups by revenue in Excel, with a reproducible rule for ties. Build a decile contribution table and check its customer counts and revenue against the source export.
Jul 18, 20265 min readHow a sales leader measures the share of first meetings that become a qualified opportunity within a stated window, per rep and per source, from the activity log and the pipeline: the conversion rate, the meetings with no opportunity and no follow-up, the reps with many meetings and little pipeline, the sources whose meetings convert, and why the measure sits between activity and pipeline where most teams measure neither.
Jul 11, 20262 min readA customer acquisition dashboard compares new customers, acquisition spending and conversions by channel and period. Work through a US services example, reconcile the totals and see how one changed input moves the result.
Jul 8, 20265 min readCompare aggregate Instagram follower, reach, and engagement exports across matching periods. Use exact spreadsheet formulas to reconcile follower movement and interpret changes in audience response.
Jul 7, 20265 min readB2B analytics compares account buying frequency, product mix, and revenue across buying cycles. Work through an account-level sales example, reconcile it to the ledger, and identify what the account owner should investigate.
Jul 6, 20266 min readTarget ROAS is the revenue a business wants for each advertising dollar. Work from contribution margin to a defensible target, then check campaign results against the same revenue and cost definitions.
Jul 6, 20266 min readCalculate Facebook Ads cost per lead from campaign spending and matched lead records. Reconcile form submissions to usable contacts, then compare qualification and customer conversion before changing the budget.
Jul 5, 20264 min readAverage ROAS is only comparable when revenue, spending and attribution definitions match. Calculate a weighted campaign average, test the contribution behind it and evaluate outside benchmarks without assuming a universal target.
Jul 3, 20266 min readMarket potential estimates total category demand, while sales potential estimates the portion a company could capture. Compare both on the same territory, customer population and period, then test the assumptions against account evidence.
Jul 2, 20266 min readA sales motion defines how a team reaches, wins and develops customers. Compare common motions, calculate conversion and effort from a worked opportunity cohort, and decide what the evidence supports.
Jul 2, 20265 min readCompare Facebook reach and engagement across matching periods from aggregate exports. Work through the spreadsheet formulas, separate actions from unique audiences, and check what a change really means.
Jul 1, 20264 min readTarget market analysis combines external research with the segments that already buy from your company. Compare revenue, contribution, and retention in a fixed customer cohort, then identify what further evidence a market choice needs.
Jun 28, 20265 min readWhy pipeline, forecast and win rate all rest on whether anyone contacted the account, and how any B2B sales team measures coverage from CRM activity: untouched accounts, rep load, territory trend against plan, and the reconciliation to invoiced revenue.
Jun 26, 20263 min readA CRM dashboard compares opportunity stages, sales activities, and closed business by team. Work through export rows, reconciliations, and the distinction between won bookings and recognized revenue.
Jun 26, 20266 min readWhat a newly hired rep should be given on day one from the book they inherit: the accounts ranked by revenue with days since last touch, the returning lines that were bought and dropped, the dormant accounts with their cadence and run rate, the open deals with slip counts, and the tier cadence that says who to call first. A ninety-day plan in three lists, the measures that say whether the ramp is on track, and why it beats a week of shadowing.
Jun 19, 20263 min readSeparate internal execution changes from external demand assumptions when sales miss the forecast. Build a checked price and volume bridge, then investigate the evidence behind each movement.
Jun 18, 20265 min readMarketing research analytics compares structured survey responses with explicit bases and limitations. Work from a research workbook to checked counts, segment percentages and multiple-response tables without turning association into a causal claim.
Jun 14, 20265 min readChoose sales tools by the work your team needs to improve: customer records, prospecting, execution and analysis. Use a worked sales-export example and an explicit cost test to decide what deserves a place in the stack.
Jun 13, 20266 min readCoverage analytics for B2B sales teams. Who is covering what, and what is left.
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