Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. Without sales enablement technology to drive ABS strategies, though, sales reps and account executives can’t deliver captivating customer experiences that close deals. Did you know?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

Martech

JULY 17, 2025

Fiduciary duty and GTM’s hidden value The 2023 Delaware fiduciary ruling redefined oversight: Boards and executives must now govern how value is created — not just whether a cost was approved. Case depends on evidence quality and time horizon. . “Where does it stop?” ” Slippery slope to capitalizing everything.

GTM 56

GTM B2C Finance Government 56

Search Engine Land

OCTOBER 2, 2024

In 2023, Android had a 95.17% market share, while iOS only had 3.98%. Something we currently have in the pipeline. While it would have been easy to dive into auditing this market for rankings, we recognized that the devil is in the details. iOS is not the dominant operating system in India. Instead, we should concentrate on the U.S.,

Clients 91

Clients CTR Conversion Closing 91

SaaStr

JULY 6, 2025

The Organic Enterprise Pipeline: 70% Upgrade Pattern from Low End “Professional” Plan 70% of new Organization and Enterprise customers in both 2024 and Q1 2025 included at least one user who was previously on a Professional pla n.

Represent 106

Represent Education Growth Pipeline 106

Martech

JULY 12, 2024

More recently, 2023 saw Black founders receiving 0.48% of venture capital funding in 2023 — and, yes, Black women saw a disproportionately small share. It’s not 10% of funding going to Black women or 10% of Black women who applied for funding receiving it. It’s literally just 10 Black women getting funding in 10 years.

Legal 121

Legal B2B Represent Pipeline 121

SaaStr

JUNE 22, 2025

Navan’s move could signal the opening of long-awaited floodgates for B2B software companies that have been waiting on the sidelines since the market downturn of 2022-2023. But Figma is a crazy outlier. valuation, paused roadshow but still targeting 2025) Potential Candidates: Stripe (payments processing, $91.5B valuation, raised $2.5B

B2B 74

B2B Appointment E-commerce Represent 74

SaaStr

JULY 16, 2025

How They Did It (The MongoDB Method): Disciplined hiring during the 2022-2023 downturn Revenue scale (easier to leverage fixed costs at $2B+ revenue) Product mix shift (Atlas has better unit economics) AI automation (reducing operational overhead) The Critical Insight : MongoDB didn’t sacrifice growth for profitability.

Non-Profits 106

Non-Profits B2B Growth Engineering 106

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. I think also just The way that we organized the team was much more around the goal of, of pipeline.

GTM 80

GTM Growth Sell X-functional 80

Salesforce

MARCH 26, 2025

There’s a reason why a whopping 73% of customers feel brands treat them as unique individuals a significant rise from 39% in 2023. Besides improving operational efficiencies, sales pipeline and analytics, AI acts like an intuitive assistant in ecommerce. 83% of teams with AI saw revenue growth versus 66% without AI.

Price 52

Price Campaign A/B testing CTR 52

Salesforce

OCTOBER 29, 2024

So that June 2023 phone call telling us our CSM was being deprecated as of February 2024 was a big deal. Our chief sales officer can look at our pipeline, our sales that were closed, our open support cases, our time-to-resolution, and how much it costs to support. Plus, we’re excited knowing so much more is on the product roadmap.

Service 69

Service Customers X-functional Pharmaceutical 69

Understanding the Sales Force

JUNE 20, 2025

Demand Generation and Forecasting ( “improve demand forecasting 2025,” “pipeline management” ): Leaders want better pipelines and analytics to tackle demand volatility, which swung from 52% in Q1 to 29% in Q2 2024. A 2023 HubSpot report showed a 20% increase in deal size for teams with ongoing coaching.

Objectives and Key Results 62

Objectives and Key Results Strategic partnership Pipeline Growth 62

SaaStr

JUNE 9, 2025

The AI Pivot That Changed Everything HubSpot had spent four months meticulously planning your 2023 roadmap. Then ChatGPT happens in November 2022, and by January 2023, you make a decision that would reshape your entire company. Every feature mapped out, every sprint planned, every resource allocated. The result?

B2B 73

B2B Up-sell Conversion Engineering 73

Hubspot

FEBRUARY 20, 2025

To safeguard themselves, businesses need strong data pipelines and observability tools to catch and fix problems quickly. In 2023, global malware attacks hit 6.06 If the data is poor or incomplete, it can throw off AI, churning out bad predictions and wrong decisions. billion a 10% jump from the year before, according to Statista.

Drivers/motivators 36

Drivers/motivators Price Clients Follow-up 36

Sales Hacker

MAY 13, 2025

How Yext evolved from managing listings to powering AI-ready data pipelines. Pain because people invested into a sales environment that didn’t materialize in 2023. And then we doubled down on it again at the end of 2023 and we said, okay, so that’s two bad years in a row Now, 20, 24 has gotta be better, right?

GTM 74

GTM Engineering Start-ups Growth 74

SaaStr

MARCH 18, 2025

Colin oversaw Wiz’s unprecedented growth from $0 to $100M ARR in just two years, helping the company achieve a $10 billion valuation and “decacorn” status by 2023. He now serves as President of Sublime Security.

GTM 73

GTM Pipeline Trust Price 73

SaaStr

JUNE 20, 2025

Prey Reality The AI Funding Explosion That Should Terrify SaaS Leaders Let’s start with the brutal math that should keep every SaaS CEO awake at night: $100 billion in venture capital went to AI startups in 2024 — an 80% increase from 2023 SaaS companies raised only $4.7 Palantir was ready.

Government 115

Government Legal Engineering Growth 115

SaaStr

JUNE 7, 2025

Moving from AI pilots to production-grade implementations requires solving hard technical problems around data pipelines, security, compliance, and workflow integration. The organizations driving AI adoption today are fundamentally different from those who adopted in 2023. Integration challenges are mounting.

Growth 112

Growth Represent Government Pipeline 112

Martech

MARCH 3, 2025

The problem is further compounded by agencies and vendors who profit from the system without being held accountable for whether their efforts translate into pipeline or revenue. Pipeline velocity. Optimize sales and marketing coordination, increasing pipeline velocity and improving conversion rates.

B2B 125

B2B GTM Drivers/motivators Legal 125

SaaStr

JULY 22, 2025

billion funding round led by Lightspeed Stripe (AI-enhanced payments): $65 billion valuation Databricks (AI/ML platform): $43 billion valuation Potential Decacorn Exits: The IPO Pipeline Based on current valuations, revenue metrics, and market positioning, here are the companies most likely to achieve decacorn status ($10B+) at exit.

Represent 104

Represent Territory Legal Pipeline 104

Sales Hacker

MAY 9, 2025

In 2023, we saw a surge of SaaS brands adding anything AI-powered or AI-driven into their website headlines. One tool where teams can: create strategy, build pipeline, track tenders and win bids. GTMnow shares insight around the go-to-market strategies responsible for explosive company growth.

GTM 91

GTM Launch Represent Growth 91

SaaStr

JUNE 23, 2025

Replit’s Dramatic Transformation: From Stagnant to Stratospheric The Dark Years (2016-2023): Building in the Desert Replit’s story begins like many overnight successes—with years of grinding in obscurity. 2023 : $2.4M at a $1.16B valuation in 2023) and growing to 22.5M ARR Despite raising significant funding ($97.4M

X-functional 85

X-functional Price Growth B2B 85

Martech

MAY 27, 2025

We measured webinar success by the number of leads, pipeline and revenue, but forgot to track KPIs that improve the webinar experience. According to Semrush, search results with a video thumbnail now make up 30% of all organic results, up 72% from 2023. We killed the webinar.We overdid it. Video is a major part of search.

Pitch 110

Pitch Education Follow-up Pipeline 110

SaaStr

JULY 24, 2025

“Would you have agreed to a deal in 2023 where founders are 100% dependent on another provider that will likely compete with them and raise infinite capital?” ” Jason asked. “This is venture 101—you don’t do platform-dependent deals.” It’s on my website. That’s its superpower. But it also means.

Trust 53

Trust Non-Profits Price Construction 53

Salesforce

APRIL 17, 2025

Second, we propose a pipeline to additionally generate the reasoning of the detection in two manners: inline citations of the violating input segments and a short paragraph of natural language explanation. In our recent work [1], we propose a methodology to integrate such severity labels in our model training pipeline. Arxiv 2023.

CRM 111

CRM Trust Promote Engineering 111

Openview

SEPTEMBER 12, 2023

The pipeline of Boston companies that could go public is exciting.” Klaviyo reported making a profit of $15 million in the first half of 2023, after years of losses, in its IPO filing. Klaviyo, founded in 2012, was valued at $9.5 billion when it last raised money from venture capital funds in 2022.

Real Estate 78

Real Estate E-commerce Gambling Sports 78

Sales Hacker

DECEMBER 6, 2024

By late 2023 and into 2024, the earlier volatility stabilizes more than previous years. More for your eyeballs The old playbook of “pipeline solves all problems” is broken. Customer success roles are rising in volume. Despite fluctuations, the data shows steady growth in the importance and demand for CS roles.

GTM 107

GTM Customers Non-Profits Growth 107

SaaStr

JUNE 18, 2025

IRR 2023 Funds: Median IRR: -5.8% (these are still early, but not promising) 25th percentile: -16.8% 2023 Funds: Median IRR: -5.8% IRR (very good) 2023: 21.8% Median IRR: -0.4% (negative!) 25th percentile: -6.2% IRR 2022 Funds: 7% returned capital Median IRR: -1.9% 25th percentile: -8.5% IRR Even 75th percentile: just 2.2%

Strategize 109

Strategize Price Negotiate B2B 109

Hubspot

JUNE 2, 2025

It was never my favorite way to spend a few hours, but it worked well enough that I would use cold calling regularly to keep my pipeline full of prospects. As of 2023, it had nearly 250 million numbers on the list. Of course, youll still see rookie reps book meetings from cold calls by sheer luck.

Cold Call 41

Cold Call Referrals Cross-sell Sales 41

Sales Hacker

FEBRUARY 25, 2025

We actually, we’re going to do this one in 2023. As everyone knows, 2023 was madness for a lot of folks. How do we actually, uh, force some initial pipeline? Is there even a pipeline to be closed? Scott Barker: Absolutely. Lots to cover. So we’ll, we’ll dive right in. So I’m super excited.

GTM 84

GTM X-functional Objectives and Key Results Start-ups 84

Iannarino

MAY 18, 2023

Sales leaders often require their sales force to fill their pipeline with several multiples of their quota. Ensuring you achieve your sales goal is a necessary goal, but this approach is a sign that the sales team isn’t working effectively.

Pipeline 280

Pipeline Quota Sales 280

Iannarino

FEBRUARY 18, 2023

One of the reasons for this is that it allows sales leaders to use a weighted pipeline to produce an accurate sales forecast. The weighted pipeline allows sales leaders to use the sales forces’ success rate at each stage of an opportunity to determine whether or not they will win the deal.

Pipeline 268

Pipeline Sales Process 268

Iannarino

FEBRUARY 6, 2023

To ensure they have enough, many set an objective for each salesperson to have 300 percent of their goal in the pipeline. At the same time, they claim to want their sales pipeline to have integrity. Sales leaders and sales managers spend a lot of their time worrying about new opportunities.

Pipeline 277

Pipeline B2B CRM Sales 277

Veloxy

MARCH 23, 2023

This blog post is your comprehensive guide on how to hit and crush sales quotas in 2023 and beyond. Effective prospecting can help you increase your sales pipeline, and ultimately, improve your chances of meeting your sales quota. Yet, the sales organization is failing to crush their quota, let alone hit it. Try Veloxy for free!

Quota 247

Quota Profit margin Non-Profits Teamwork 247

Iannarino

NOVEMBER 15, 2023

Over time, your CRM becomes a junk drawer of stalled and stuck deals, lies, exaggerations, half-truths, neglected prospective clients, and falsehoods. Even though you want coverage over your sales team’s quota and your sales goals, much of what you believe is coverage is not.

Pipeline 271

Pipeline Quota CRM Clients 271

Veloxy

MARCH 15, 2023

These platforms offer real-time data visualizations and dashboards that track key metrics, such as lead generation, pipeline velocity, and sales cycle length. Additionally, they can provide detailed reports on individual sales rep performance, allowing managers to identify top performers and areas for improvement.

Cross-sell 246

Cross-sell Objectives and Key Results Teamwork Growth 246

Iannarino

NOVEMBER 7, 2023

Sales leaders expect their sales force to carefully qualify prospective clients , as they don’t want them wasting time on non-opportunities. These same leaders also insist every first meeting be logged in the CRM to ensure they have the coverage they believe is necessary to reach their goals.

Pipeline 293

Pipeline CRM Clients Meeting 293

Veloxy

APRIL 12, 2023

Salesforce is a popular CRM tool that can help you manage your sales pipeline. The post 20 Solar Sales Tips to Win More Business in 2023 appeared first on Veloxy. Email marketing tools: You can use email marketing tools to keep your customers informed about your products and services. Good luck and happy selling!

Referrals 247

Referrals Finance Objectives and Key Results Sales 247