Jim Burleigh is the CEO of Cloud9, a sales analytics company that has de-constructed selling and rebuilt it around the idea that more information in the hands of managers and reps can improve results. You might think that CRM and SFA were supposed to do that and you’d be right. You might also be right to be skeptical of any company’s attempt to improve the ways that pipelines and ultimately forecasts are developed and used to manage business. Jim’s interview at our website, BeagleResearch.com might change your mind. Jim has had a number of senior management jobs in the tech sector including at Salesforce. His insights into what makes for better forecasting ought to be on every sales professional’s radar.