Articles and White Papers by Peter Boulton, MD of Data Perceptions. Peter has over 10 years full-time, hands-on sales forecasting experience and is an industry expert on real-world sales forecasting.
| Sales Forecasting in Real World Markets | |
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This article is about sales forecasting in real world markets. It does not mention Prophecy or Data Perceptions once! It is designed to convey the approach to business forecasting which formed the inspiration for much of Prophecy's functionality. |
| Applying the 80:20 (Pareto Rule) to Your Sales Forecasting Processes | |
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The 80:20 rule states that 80% of your sales, revenue or profit typically come from the top 20% of your customers. In our experience, many companies have not checked to see whether the rule applies to their customer base. If it does, there are big steps you can make to your sales forecasting process to improve the quality of your forecasts and the productivity of the sales forecasting process. This article contains a link to an Excel spreadsheet you can use to quickly check the 80:20 rule using your data, as well as recommending in detail the changes to the forecasting process that can be made, should the 80:20 rule apply. |
| How to Use Prophecy to Improve Your Sales Forecasting Processes | |
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This article explains in detail how many of Prophecy's powerful sales forecasting and analytical features will help your forecasters produce better thought out and more accurate forecasts, plans and budgets in less time. |
| The Business Case for Prophecy | |
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This white paper (PDF) explains why Prophecy is so appropriate for real-world, multi-user sales forecasting. It aims to summarise the business case for Prophecy in a single article. |
Please also see the range of sales forecasting articles written by Peter Boulton and published on SalesVantage.com
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