HIGHLIGHTS02:12 Having a pulse for sales forecasts and the value of commit culture 07:48 Creating discipline and weekly accountability in the sales team13:03 Commit culture requires leadership buy-in to get accurate forecasts20:10 Activity capture technology provides real-time data on sales funnel health26:40 Analytics data provides CRO's data to gain control of the revenue processQUOTES08:48 "We had a commit culture that was every week. So you committed every week. If you missed last week, why'd you miss? So it wasn't monthly or quarterly cycles of learning. It was weekly."16:59 "You don't want fear in the organization. And so you got to strike that right balance of you're letting your peers down because your peers are going to have to make up when you don't meet your commitment more than your job's in jeopardy."22:29 "When a customer is engaging, meaning they're responding to your rep's email, they're scheduling meetings, they're looking at your attachments, they're engaging with you. They'll do that when your value prop resonates with them."24:47 "With this activity capture and the analytics you can provide, we can provide real-time insights through the sales process and identify potential deals that are stalling or worse, are dead, like that's all false positive on funnel coverage."31:44 "What I'm really after is helping CRO's gain control of the revenue process and the alignment of the functions by everybody looking at the same data. This is the sales process, team. Help me improve conversions here or here."Learn more about Todd in the links below:LinkedIn - https://www.linkedin.com/in/todd-abbott-659b891/Website (Website) - https://www.insightsquared.com/If you enjoy the Sales Transformation Podcast, please subscribe, share, and send us your feedback. Please make sure to rate us and leave a review on Apple.Learn more about Collin in the link below:LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.