Gartner Blog Network

Posts from Date:   2019-8

Don’t Confuse Win Rate and Pipeline Conversion Rate

by Steve Rietberg  |  August 29, 2019

Two common measures for sales effectiveness are win rate and pipeline conversion rate. Many confuse or conflate these concepts. “Win rate” has become a generic term used when managers or leaders are looking to quantify a seller or team’s success at closing deals. Win rate is a suitable metric for that purpose, but its value […]

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Start Saving for Predictive Analytics

by Steve Rietberg  |  August 8, 2019

When I was young and fresh out of college, people urged me to start contributing to a retirement fund as soon as I could. They explained that since I had time on my side, even modest investments would pay significant dividends. I just needed the discipline to start saving early. We’re all young, with respect […]

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