SaaStr

APRIL 30, 2025

Heres what to include: Pipeline Health : Review the pipeline metricsdeal velocity, win rates, average deal size, and pipeline coverage. Deal Quality and Close Rates : Examine the quality of deals entering the pipeline and the close rates at each stage. Are there enough opportunities at each stage to hit your targets?

Cross-sell

SaaStr

AUGUST 4, 2025

To measure sales velocity and adoption rate effectively, you need to focus on KPIs that give you insight into how quickly deals are moving through your pipeline and how well your product is being adopted by customers. If your LVR is growing, your sales pipeline is healthy, and you’re likely to see revenue growth in the near term.

Cross-sell

Sales Gravy

JUNE 19, 2025

Focusing solely on the quick sale burns through pipeline leads faster than you can replace them, leaving you on a perpetual hamster wheel of prospecting just to stay afloat. When a customer churns, you lose all potential referrals, upsells, and cross-sells they could have generated.

Commission

Heinz Marketing

JUNE 25, 2025

Traditional funnel metrics like MQLs or pipeline velocity don’t tell the full story of how your best customers drive long-term growth through retention, expansion, and advocacy. Customer-Led Growth (CLG) requires a new lens for measurement. What are key metrics for measuring CLG success? CLG metrics focus on post-sale impact.

B2B

RingDNA

MARCH 31, 2025

To stay ahead, sales ops leaders must embrace new technology, rethink traditional processes, and focus on data quality, automation, and cross-team alignment. Sales ops teams are leveraging AI to: Predict pipeline health and revenue trends with greater accuracy. Pipeline velocity and average deal cycle length.

Government

PandaDoc

OCTOBER 15, 2024

Richard Gosler, Creative Director PIXELHAUS Enterprise software : large companies that sell intricate software to other enterprise-level companies (B2B, Saas) need a high level of flexibility, customization, and have several steps within their sales cycles. Our deal room helps improve your sales pipeline.

Legal

Salesforce

JULY 24, 2025

But I wanted to sell something that challenged my mind, involved consultation of multiple strategic decision-makers, and had a measurable business impact on customers. It taught me consistency, strategic focus, and pipeline ownership. Not only in chasing the pipeline but also in helping my team succeed. Don’t overthink it.

Cold Call

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.

Cross-sell

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM

Salesforce

JUNE 17, 2025

And for all you scale-ready sales leaders: Easily expand your partner ecosystem with Partner Cloud’s centralized management of enablement, pipelines, and comp planning. Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step.

Sell

Highspot

FEBRUARY 20, 2025

Product training is a structured learning process that helps team members understand, communicate, and sell a product. According to Gartner, 77% of B2B buyers say their most recent purchase felt “very complex or difficult,” highlighting the importance of thorough product knowledge for anyone selling or supporting a solution.

Product

Sales Nexus

NOVEMBER 27, 2024

Mastering the Art of Empathy in Sales: An Inside-Out Guide to Selling In the fast-paced world of sales, success often hinges on more than just hitting quotas and closing deals—it’s about forming genuine connections with your prospects. The Inside-Out Selling: Reminders guide emphasizes that empathy starts with looking inward.

Cross-sell

Martech

SEPTEMBER 16, 2024

Increase regional sales pipeline by 20%. Increase cross-sell and upsell revenue by 25%. Field marketing Role: Tailor marketing strategies for specific geographies or customer segments, aligning sales and marketing efforts. Sample goals: Host 10 regional events to generate new sales opportunities.

Go To Market

Sales Hacker

MAY 7, 2025

The importance of cross-functional stream teams for accelerating GTM initiatives. 26:30 Advice for startups: identifying your ICP and fixing pipeline fundamentals. We identify cross-functional streams of work that have dependencies cross-functionally that we need to get done. And we build what we call stream teams.

GTM

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

Sell

Heinz Marketing

MAY 15, 2025

Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. Use this data to build a documented, cross-functional ICP definition. They focus on business goals, cross-functional collaboration, and professional outcomes.

Drivers/motivators

Highspot

JULY 3, 2025

Only when marketing and sales enablement stakeholders sync early and often regarding what collateral will most help reps conduct cold outreach to prospects, engage leads already in their sales pipeline, and close more deals can they execute enablement efforts that drive tangible results.

B2B

Salesforce

OCTOBER 29, 2024

Like other sales approaches, the goal of door-to-door sales is to establish a relationship with a customer, upsell , cross-sell, and close more deals. You also need to convey excitement about the product or service you’re selling and help prospects understand its benefits in a way that feels personal to them.

Objectives and Key Results

Martech

JULY 17, 2025

Cross-platform digital and TV distribution. Case depends on evidence quality and time horizon. B2C: Nike’s ‘You Can’t Stop Us’ campaign In 2020, Nike launched an emotion-driven, global campaign highlighting resilience and unity. A 90-second montage with no product pitch. Causal chain : 50M+ views in the first week. 25% spike in engagement.

GTM

Heinz Marketing

AUGUST 5, 2025

Expansion isn’t a vague concept—it’s a set of measurable outcomes: increasing account value through upsells, cross-sells, feature adoption, or renewals with add-ons. A buyer who’s clicked through multiple knowledge base articles on a complementary product might be open to a cross-sell.

B2B

RingDNA

MARCH 26, 2025

Here are some ways that top salespeople can use LinkedIn to add to their pipeline. If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. For example, say you sell commercial property insurance. Forget cold calling as your only tool.

Closing

Salesforce

JULY 3, 2025

Here are just a few benefits, and the more you grow, the more these do too Saves you time: Automation takes over time-consuming admin tasks, so your team can focus on selling. Whether it’s tracking deal progress, managing customer support, or collaborating , your CRM crosses over every team, helping you stay together.

Technique

PandaDoc

JULY 23, 2025

The strategy also needs to align the CRM’s role with broader company objectives like increasing revenue, improving onboarding, reducing churn, or expediting deals within the sales pipeline. Emphasis lies in lead scoring, automated outreach, task scheduling, and pipeline visibility. Here, CRMs are treated more like a sales tool.

CRM

Highspot

JUNE 19, 2025

Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs. Cross-Team Alignment Are sales, marketing, and support coordinating messages and data? Content Relevance Is our content solving real problems for real people?

GTM

Salesforce

DECEMBER 20, 2024

However, if you don’t make time to understand them, you could be leaving revenue on the table. With B2B Marketing Analytics in Marketing Cloud Account Engagement, marketers can easily identify large deals.

B2B

Sales Hacker

JANUARY 13, 2025

Their primary responsibility is selling and generating revenue without worrying about other aspects like product meetings or board discussions. Its important to avoid the common pitfall of hiring reps before having enough pipeline. Instead, push them a couple deals more than their threshold, and then hire another rep into the pipeline.

GTM

Salesforce

APRIL 2, 2025

These insights offer an opportunity for sales teams to tailor their outreach and identify upsell and cross-sell opportunities. Fewer touchpoints to conversion imply that the product is able to sell itself, reducing reliance on heavy sales efforts. Learn more What is product-led sales? Watch the demo

Product

Martech

NOVEMBER 8, 2024

Your CRM should include who is involved in sales and pipeline activities. A few other tactics to better understand your audience include: LinkedIn groups: There’s a LinkedIn group for whatever you’re selling. This can offer valuable insights into their priorities for you to cross-reference. What are they discussing?

B2B

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell

Salesforce

MAY 15, 2025

This enables seamless cross-platform automation for tasks like data synchronization and notifications. You can execute tests generated by the Testing Center directly in the user interface or integrate them seamlessly into your CI and CD pipelines via the CLI. Now, get this: Flex Credits are here! Why should you care?

Original Equipment Manufacturer

PandaDoc

MAY 22, 2025

Sales enablement is all about providing sales teams with the content, tools, training, and support they need to sell effectively. Reporting and analytics: You can better guide your strategy when you track important metrics like pipeline health and forecast accuracy. What is sales enablement? Want to cut quote time and close more deals?

Sales

SaaStr

AUGUST 1, 2025

The Making of a Vertical SaaS Giant: Inside ServiceTitan’s Journey When Ross Beastman joined ServiceTitan in 2018 as employee #354, venture capitalists were telling him he was “crazy” to sell software to plumbers. The phone call to his wife was simple: “I’m going to Los Angeles to sell software to plumbers.”

Non-Profits

RingDNA

APRIL 25, 2025

But you should consider, especially if you’re selling SaaS software like we do, experimenting with late afternoon call blitzes to top leads. If you can keep the discipline of call blocks during peak connection times, you are more likely to reach your customers and generate more opportunities for your pipeline.

Cold Call

Sales Hacker

JANUARY 7, 2025

So that means I know how many months ahead I need to look at to make sure I’ve got enough pipelines. So if I look at a month or a quarter, you start and you say, okay, do we have enough pipeline? If I look at one thing, we all think about consultative selling, about active listening. The first one, I know my sales cycle.

GTM

PandaDoc

JUNE 6, 2025

It’s all about empowering your reps to sell more effectively—and you can’t improve what you don’t measure. Here are a few tools that stand out: CRM platforms : CRMs like Salesforce, HubSpot, or Pipedrive can help you track rep activity, pipeline movement, and deal outcomes. That’s why sales enablement metrics are so important.

Objectives and Key Results

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. You need to make sure that you’re not crossing your wires. at an earlier stage, you just have to take big swings.

GTM

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results