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Finding Product Insights from Missing Data
When you build new products for external or internal customers, it's the missing data that provides the most insight. Read: "Everything Starts Out…
Apr 15
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Account-based scoring for non-traditional accounts
Creating scores for companies that are not very online is a challenge. Here's how you can build true/false factors to rank them. Read: "Everything…
Apr 8
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Account-based scoring for non-traditional accounts
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Don't be April Fooled by AI
It's temping to think ChatGPT and its AI friends can answer all of your questions well. But their true power is getting you to ask the question. Read…
Apr 1
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Don't be April Fooled by AI
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March 2024
Data without structure looks like noise
Searching for patterns is a challenge for data detectives. When you find a solid pattern and validate it, the data falls into place. Read: "Everything…
Mar 25
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Data without structure looks like noise
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A technique to build novel data sets
You're an SDR and you need to find potential customers for your product. Yet you know little about your target market. What should you do? Read…
Mar 18
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A technique to build novel data sets
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Adding time travel to your GTM analysis
How do you level up your GTM from knowing what's happening right now? Knowing what happened at a point in time. Snapshots make that possible. Read…
Mar 11
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Adding time travel to your GTM analysis
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Estimate your pipeline with Google Sheets
At the beginning of the month or quarter, how do you estimate your path to the goal? A spreadsheet can help. Read: "Everything Starts Out Looking Like a…
Mar 4
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Estimate your pipeline with Google Sheets
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February 2024
Smooth a pipeline with a staggered sales cycle?
Sales is not linear - could you make it smoother by introducing a staggered sales cycle? It's worth considering ... read: "Everything Starts Out Looking…
Feb 26
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Smooth a pipeline with a staggered sales cycle?
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3 Quick Ways to Use Pivot Tables
Pivot tables let computers do the work to group data in a set. Use them for quick analysis, especially for things like time series analysis. Read…
Feb 19
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3 Quick Ways to Use Pivot Tables
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Calculating the median in Google Sheets
If SUMIFS is level one spreadsheeting, let's talk about leveling up to calculating the MEDIAN across a filtered set of rows and columns. Read…
Feb 12
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Calculating the median in Google Sheets
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Preparing for growth before it happens
Don't wait for sales to save the day at the end of the month or the end of quarter. Instead, make the process easier to predict. Read: "Everything…
Feb 5
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Preparing for growth before it happens
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January 2024
Finding a prospect's level from their title
RevOps teams need to do more than just group prospects by title. Position title is very different by org. Read: "Everything Starts Out Looking Like a…
Jan 29
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