Martech

SEPTEMBER 20, 2024

.” Jason’s mission is clear: Lead the company through the final stage of go-to-market maturity, platform-market fit, where integrated solutions drive customer value and position the company for long-term growth. Jason’s team emphasizes Velocity, working quickly to move accounts through the pipeline and deliver value faster.

GTM 114

GTM Product Cross-sell Profit margin 114

Sales Hacker

OCTOBER 11, 2024

Product : Vanta Your deal is almost closed, and all that’s left is the security review. With Vanta Questionnaire Automation, go-to-market teams can complete security reviews up to 5 times faster, helping you close deals in less time than ever. improving questioning techniques can lead to a higher close rate).

GTM 113

GTM X-functional Pipeline Construction 113

Heinz Marketing

JUNE 26, 2025

But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data. Sales cycles are slower. More deals stall.

GTM 92

GTM Cross-sell Referrals Pipeline 92

Veloxy

JANUARY 7, 2025

The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Closing: Locking in the sale and getting commitment.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Martech

JANUARY 14, 2025

That annual trade show that eats 20% of your budget but generates zero pipeline? Dig deeper: Measuring marketings impact: From metrics to growth The new CMO playbook: Driving growth without the bloat What sets thriving CMOs apart in this budget crisis? Every dollar gets measured against pipeline and revenue impact.

Pipeline 128

Pipeline Contract Campaign Growth 128

Veloxy

JULY 14, 2022

What is your closing ratio? Your closing ratio (or close rate) measures your overall sales efficiency. It’s calculated by dividing the number of sales you’ve closed by the number of leads or opportunities in your pipeline (and multiplying that by 100 to generate a percent). Imagine you have a 20% close rate.

Outside Sales 200

Outside Sales Closing Sales Commission 200

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. Theory hypothesized that if you have a large pipeline as a sales leader and you’re not hitting your numbers, you’ll likely redefine your ICP and qualification criteria to narrow down the funnel and focus on your core buyer a lot more. So how much business has it closed?

Go To Market 131

Go To Market Quota GTM Price 131

Veloxy

FEBRUARY 12, 2025

Theyre realizing that streamlining tools isnt just about convenience its about unlocking real productivity and revenue growth. Our platform helps field and outside sales teams achieve a 3X increase in new revenue growth in their first month. Teams that use ZoomInfo’s AI assistant, Copilot, achieve 23% larger pipelines.

Product 130

Product CRM Price Objectives and Key Results 130

Martech

JUNE 12, 2025

As companies move from startup mode and scale into growth-stage execution, many are choosing to underinvest in marketing leadership, mistaking it as a cost center rather than the strategic engine behind revenue generation and go-to-market (GTM) execution. They’re battle-tested, data-driven and growth-proven. Many do not.

GTM 102

GTM Gambling Pipeline Strategize 102

Partners in Excellence

DECEMBER 31, 2024

We have a single pipeline metric, it’s a variant on pipeline coverage. pipeline coverage. We have pipeline quality, win rates, sales cycles, average deal sizes dialed in. With these three focus areas, we know we are doing enough to generate the volume of opportunities to feed our pipelines.

Minimum Viable Product 127

Minimum Viable Product Pipeline GTM Drivers/motivators 127

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. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.

GTM 76

GTM Growth Sell X-functional 76

ClickFunnels

JUNE 10, 2025

Integration with Third-Party Tools Simplify Your Funnel, Amplify Your Growth What is Sales Funnel Software? Funnel-building sales software automates the process of turning potential customers into paying ones, making the journey through your sales pipeline smoother and more efficient. Live Analytics Monitoring 10.

A/B testing 130

A/B testing B2C Campaign Lead generation 130

Martech

OCTOBER 9, 2024

To drive real revenue growth, sales and marketing need to work together. Sales zeroes in on closing deals and revenue. Inconsistent messaging and poor handoffs confuse prospects and damage trust, making it harder to close deals. Lead response time : Quick follow-up increases the likelihood of closing a deal.

Growth 128

Growth Objectives and Key Results Pipeline Sales 128

Sales Pop!

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Activities are connected to the pipeline, leads, and upsells. Look No Further. Historical Data.

Quota 245

Quota Pipeline CRM Closing 245

Sales Pop!

JULY 11, 2024

Pipeliner CRM is a powerful tool designed to support data-driven selling, providing sales teams with the insights and capabilities they need to excel. This approach relies heavily on data collection, analysis, and application to optimize every stage of the sales process—from prospecting to closing deals. What is Data-Driven Selling?

CRM 130

CRM Pipeline Sell Represent 130

Partners in Excellence

JUNE 23, 2025

As revenue operators, our job is to find and close customers. We organize the customer engagement strategy around our GTM process, bow ties, staged pipeline processes. We are taught the right words and phrases to move customers through our pipelines. Whether it’s net new customers, retention/renewal, expansion.

GTM 114

GTM Customers Pipeline Trust 114

SaaStr

MARCH 23, 2025

What makes this growth story particularly fascinating is how quickly their go-to-market (GTM) organization scaled from just 3 people to 75 in less than a year. Create environment for sales success The formula is simple: Existing revenue + Product-market fit + Growth + Unmet demand = Attractive opportunity for top sales talent.

GTM 92

GTM Territory Pipeline Growth 92

Sales Gravy

APRIL 24, 2025

Its for closers, leaders, and the ones who want moremore pipeline, more wins, more control over their career. Are you hesitating at the close? Soft closes? The ultra-high performers Ive seen who get coaching consistently shorten deal cycles, multiply referrals, and close with precision. This isnt feel-good fluff.

Sports 97

Sports Referrals Sales Pipeline 97

Martech

JULY 17, 2024

Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. As performance becomes harder to predict, Emma is caught in a whirlwind of soaring CPAs, long “gap-close meetings,” and the desperate need to meet ever-higher quotas.

GTM 103

GTM Product Strategize Drivers/motivators 103

Highspot

JUNE 23, 2025

Bain’s 2025 Commercial Excellence and Revenue Growth Agenda confirms what many sales and revenue leaders already suspect: companies leading the pack consistently outperform by turning strategy into action and doing it at scale. That’s because identifying the right growth levers is only half the equation. The difference?

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Veloxy

DECEMBER 9, 2024

Show your team how these features can do the following: Save time with AI for sales Close deals faster Improve their performance The more value they see, the more they’ll use it. How does it help them close more deals? When Salesforce helps close a big deal or streamline a complex process, celebrate it.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

SaaStr

JUNE 9, 2025

Setting sales rep quotas in a SaaS business depends heavily on your stage of growth and ARR. For example, you might pay them 100% of what they close for the first few months. If a rep closes $10K in deals, they take home $10K. More here: How to Calculate How Many Deals a Sales Rep Has to Close Per Month. And Their Quota.

Quota 66

Quota B2B Pipeline Drivers/motivators 66

Martech

JUNE 26, 2025

Without that oversight, companies will trade near-term wins for long-term growth, weakening brand equity and enterprise relationships that sales alone can’t sustain. The appeal for sales is obvious: fast, automated outreach that feeds near-term pipeline. But this rapid scale comes with risk that sales doesn’t understand.

GTM 106

GTM Strategize Pipeline Engineering 106

Partners in Excellence

JANUARY 31, 2024

So for the 40 companies that are buying, we or our competitors close only 16 of them. What this would mean is we and our competitors would find another 46 qualified accounts in our pipelines, That more than doubles our qualified pipelines. Instead of closing a total of 16 accounts, we would close roughly 33 accounts!

Growth 146

Growth Pipeline Represent Closing 146

SaaStr

JUNE 24, 2025

ICONIQ’s latest report, surveying 205 GTM executives in April 2025 , reveals a market splitting in two: AI-forward companies pulling dramatically ahead while traditional SaaS companies struggle with flat growth, longer sales cycles, and declining conversion rates. The message is clear: The Age of AI isn’t coming—it’s here.

GTM 73

GTM B2B SQL Quota 73

SaaStr

JUNE 14, 2025

What they care about is momentum—are you growing consistently, and do you have a plan to keep that growth going? This shows you’re not just asking for money—you have a clear plan for using it to drive growth. Focus on Momentum, Not Perfection Investors know your projections won’t be 100% accurate. Highlight your recent wins (e.g.,

Pitch 91

Pitch Pipeline Growth Education 91

Martech

AUGUST 19, 2024

Dig deeper: How to find your next, best customers with ABM Collaborate with sales teams Work closely with your sales team to identify segments or specific accounts showing interest in your products or services. Develop your ICP by combining insights from your sales team with data about your current customers from your CRM. Processing.

B2B 120

B2B Objectives and Key Results Campaign Contact 120

SaaStr

OCTOBER 1, 2024

In the latest edition of SaaStr’s Workshop Wednesday , Sara Varni, Datadog ‘s CMO, shares how to build pipeline and create alignment across sales and marketing. While these insights seem like pipeline 101, they aren’t always implemented. They had a healthy self-service motion, but growth was flattening.

GTM 113

GTM Pipeline Drivers/motivators Growth 113

Martech

NOVEMBER 6, 2024

Get instant pipeline insights with the mobile lead summary widget. How it helps you This update improves the mobile prospecting experience by giving sales reps a quick overview of their pipeline and highlighting the number of leads at each stage. Let’s recap the biggest HubSpot updates for October 2024.

Objectives and Key Results 119

Objectives and Key Results CRM Contact Pipeline 119

Understanding the Sales Force

NOVEMBER 15, 2024

I spent some extra time with them and realized they were both swinging with their eyes closed. If I could get them to swing with their eyes at least partly open, they might get their hands and bat close enough to the ball so that maybe the ball might hit their bats. That was a pretty optimistic thought for a realist like me!

Prospecting 71

Prospecting Cold Call Pipeline Gaming 71

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. Start measuring outcome metrics (pipeline quality, deal velocity, win rate). Bottom Line: The Revenue Leader’s Playbook The Window Is Closing Fast While you’ve been testing, your competitors are scaling. They’ve rocketed to $6m ARR in just a few months.

Territory 83

Territory CRM Negotiate Relationship building 83

SaaStr

APRIL 30, 2025

Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Reps who get just three hours of coaching per month can increase close rates by 70%. A related deep dive here: 7 Tips to Close 7,000 Customers From Gorgias’ VP of Sales

Cross-sell 70

Cross-sell Pipeline Legal Contract 70

Cerebral Selling

JANUARY 14, 2023

A couple of weeks ago, I connected with a great group of like-minded, high-growth sales leaders as part of David Priemer’s Sales Leadership Labs program. A good example of where it’s helpful to create this transparency is in the areas of quota and year-over-year (YoY) growth. Managing Through Adversity. Others may say the opposite.

Quota 216

Quota Pipeline Drivers/motivators Negotiate 216

RingDNA

MARCH 26, 2025

Here are some ways that top salespeople can use LinkedIn to add to their pipeline. Be visible, relevant, and build relationships before they ever land in your pipeline. In B2B sales, it often takes north of six contacts to close deals. According to sales expert Colleen Francis , a referred lead has a close rate of 50%!

Closing 62

Closing B2B Sell Referrals 62

Search Engine Land

AUGUST 14, 2024

Businesses committed to growth need agencies more than ever before – not only to do the work and get results, but to help them navigate evolving platforms based on their years of experience. If you can’t go from lead to closed deal often enough, you might need to rework one or more of these areas. Recreate your sales pipeline.

CRM 116

CRM Campaign Niche Negotiate 116

Heinz Marketing

MARCH 20, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing When we enter a new client company, we establish our baseline using the Predictable Pipeline Maturity Model. Companie s that struggle with structured sales processes often find themselves stuck in the lower stages of maturity, unable to achieve predictable revenue growth.

Pipeline 59

Pipeline Process Commission Sales 59

Veloxy

SEPTEMBER 29, 2021

How are you expected to deliver Salesforce ROI to the C-Suite if your sales team is spending most of their time on data entry, manual pipeline management, and Salesforce minutia— that is to say if they’re even using Salesforce at all. Automation saves time, and increases data accuracy, sales productivity, and revenue growth.

Territory 342

Territory Represent Sales Lead generation 342