SaaStr

MARCH 5, 2025

Some users report tasks that once took four weeks now taking just six hoursa game-changer for software engineering. Developing a Culture of Pipeline Ownership A critical element of Codiums success was fostering a culture where reps owned their pipeline. The real impact? Here are a few key areas Codium continues to optimize: 1.

Territory 70

Territory Drivers/motivators Quota Pipeline 70

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 114

Engineering Objectives and Key Results Cross-sell Pipeline 114

SaaStr

MAY 18, 2025

It ensures reps can work during the same hours as their prospects and build relationships in specific regions. Its also useful if there are regional differences in how your product is adopted or sold. Inbound AEs focus on closing leads generated by marketing, while outbound AEs prospect and build their own pipeline.

Territory 61

Territory Healthcare Quota Manufacturing 61

Martech

FEBRUARY 12, 2025

In collaboration with business planning teams, AI assists in evaluating pricing across different regions, bundling offerings and comparing special deals against competitors. Data engineers use AI to optimize data pipelines, automate processing tasks and detect anomalies to ensure data reliability.

Launch 128

Launch Territory Campaign Technology 128

SaaStr

MARCH 12, 2025

Top CMO Learnings: The CMO should be the quarterback of your pipeline – They’re the only executive with visibility across all four pipeline sources (Marketing, SDR outbound, Alliances, and Sales outbound). For product-oriented founders, marketing often feels like unfamiliar territory.

Pipeline 76

Pipeline B2B Territory Campaign 76

Heinz Marketing

DECEMBER 14, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Sales Pipeline Radio waits for no man, no woman, no technology.

Pipeline 133

Pipeline Sales B2B Education 133

SaaStr

DECEMBER 23, 2022

Focus on scaling what works best, but don’t over-engineer and waste valuable time. Secondly, they still needed to confirm that they had a robust product-market fit for the region and if the marketing motion remained the same. Test, measure, and iterate. Scale what works. When you know something is working, you invest in scaling it.

Engineering 93

Engineering Pipeline Territory Follow-up 93

InsightSquared

MAY 22, 2019

In 2009, I promoted the top mid-market rep in my region to the enterprise team, making the common mistake that traits of success in mid-market equal success in the enterprise. No longer can we rely on simply pipeline coverage or activity metrics to know whether we are going to make the number. Big mistake.

Engineering 94

Engineering Territory Transportation Sales 94

Partners in Excellence

NOVEMBER 2, 2020

“All sales problems are pipeline problems, and all pipeline problems are prospecting problems…… ” I was having a conversation with a really smart person. Let me unpack the issues–at least my experience: The funnel or pipeline is where we first start seeing systemic sales performance issues.

Pipeline 90

Pipeline Territory Sales Prospecting 90

Sales Hacker

JULY 16, 2020

In May 2020, Facebook announced it was buying the gif search engine , Giphy, for $400 million — primarily for its Instagram product. This makes a gif search engine extremely valuable to the most-used products of our time. At most companies, huge chunks of the sales pipeline simply went cold and quiet.

Pipeline 118

Pipeline E-commerce Cross-sell Referrals 118

Sales Pop!

NOVEMBER 18, 2021

Pipeliner CRM. Pipeliner CRM is the first CRM tool with a completely holistic approach, bringing together two approaches that are often divergent in companies. These are now united under the single revenue engine of project management. This is done by using static website subscription forms, pop-ups, quizzes, surveys, etc.

Lead generation 246

Lead generation A/B testing Referrals CRM 246

Veloxy

JUNE 23, 2021

When we talk about outside sales, we’re referring to a team that goes out on sales calls to sell regionally and at conferences, events, and so on. You’ve already likely heard of a few standard roles such as Account Executives or Sales Engineers. However, those leads are typically not enough to keep the pipeline full.

Inside sales 232

Inside sales Sales CRM Drivers/motivators 232

Salesforce

APRIL 2, 2025

Here’s an example: A software engineer at a major airline tries out a new SaaS product it’s a snippet of code that records the sessions of people who visit the airline’s website. It’s easy enough for the engineer to use on their own, and they find value in it. Learn more What is product-led sales?

Product 86

Product Territory Sales Price 86

SalesPop

MAY 21, 2021

Through the articles in this series, we’ve now covered all aspects of account management, and its related features within Pipeliner CRM. Let’s now take an overview of the subject and pull all the pieces together, and see how Pipeliner powerfully supports account management. Field-Level Security. Automatizer. Compact View.

Account management 98

Account management CRM Pipeline Territory 98

Heinz Marketing

JUNE 7, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Welcome everyone to another episode of Sales Pipeline Radio, my name is Matt Heinz.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

SaaStr

JUNE 4, 2025

Imagine telling your board you’re only using 40% of your AWS infrastructure or 40% of your engineering team’s output. Pipeline Analysis : Instead of reps manually updating forecasts, AI can analyze conversation sentiment, deal progression patterns, and engagement metrics to provide accurate pipeline insights.

CRM 93

CRM Follow-up Pipeline Territory 93

SalesforLife

MAY 15, 2019

Like millions of people in the MENA/GCC region, Arzoo has embraced social selling. If you have a sales team in the MENA/GCC region, Arzoo’s story talks about how social selling generated 70% of her sales pipeline. Bottom line: There are 21 million people on LinkedIn in the MENA/GCC region. That number is astounding!

Pipeline 75

Pipeline Sell Territory Finance 75

Veloxy

AUGUST 31, 2023

Feeling overwhelmed by the infinite options for growing your pipeline? These are tactics that have helped outside sales professionals grow their pipeline by 300% in one month. They’re also calling product managers and engineers, c-level executives, customer service, and even IT to discover potential customization offerings.

Outside Sales 130

Outside Sales Pipeline Inside sales Cross-sell 130

SaaStr

NOVEMBER 22, 2020

Geographic regions. The product team is a small, tight-knit group focused on product, architecture, and engineering. Sales cadence, pipeline, and methodology become essential here, and there is a specialized sales organization with inbound and outbound sales development and a separate customer success organization. .

Territory 128

Territory Healthcare Growth Go To Market 128

SaaStr

NOVEMBER 27, 2023

Having a predictable pipeline enables more effective decision-making, from headcount planning to strategic investments in technology and beyond. At the top of the funnel, AE’s rely on business development reps to fill their pipeline and create earlier-stage opportunities. They need support from pre and post-sales partners.

Process 113

Process Territory Sports Pipeline 113

Score More Sales

FEBRUARY 11, 2015

When you love being a sales rep, or a business development rep, or a regional account rep, or a national account rep, you know it. Accounting can’t do this, and engineering can’t do this, and HR can’t do this, and some of your executives can’t even do this. Expand Your Pipeline. You have high integrity and honor.

Territory 99

Territory Sales Inside sales Up-sell 99

Score More Sales

JULY 22, 2014

I can remember the first day I heard about the search engine – it was early 1999 and it seemed like a nice, helpful tool – not a world game-changer as it has become. The search engine changed everything, and so has the company. Also set up alerts for key words in your industry, region, or sector. Expand Your Pipeline.

Territory 93

Territory Sales Inside sales Engineering 93

Veloxy

OCTOBER 29, 2021

Some functions that benefit from Sales AI are sales forecasting, tracking and analyzing contact relationships, pipeline management, data entry, and much more. Some of the capabilities that come with Salesforce AI include lead management, service post sale, database management, pipeline oversight, and customer relationship management.

Sales 223

Sales Non-Profits CRM Pipeline 223

Salesforce

NOVEMBER 15, 2024

Best practices for developing an official SDR career track 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. They work closely with sales representatives to understand customer needs and propose tailored technical solutions.

Tradeshows 52

Tradeshows Drivers/motivators Territory Negotiate 52

Salesforce

SEPTEMBER 28, 2023

These targets are used to guide the quota-setting, territory mapping , and sales team strategies. These include things like quota attainment for a sales team and the numbers of deals in reps’ pipelines. Assign territories to reps based on team targets. Read our article on territory management best practices for more guidance.

Quota 116

Quota Territory Pipeline Sales 116

Veloxy

NOVEMBER 22, 2023

The Role of Field Sales Management Field sales management is the engine that propels a successful sales team to effectively promote products or services, establish relationships, and achieve sales objectives. Implementing Effective Sales Processes Efficient sales processes are the backbone of a high-performing field sales team.

Territory 130

Territory Objectives and Key Results Represent Drivers/motivators 130

Veloxy

APRIL 26, 2023

Geolocation Tracking Salesforce’s geolocation tracking allows field sales reps and managers to track customer visits, plan routes, and manage sales territories effectively. Lead & Opportunity Management Salesforce’s lead and opportunity management features allow field sales reps to effectively manage their sales pipeline.

CRM 130

CRM Territory Appointment Sales 130

Heinz Marketing

OCTOBER 7, 2019

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! Matt: Well thanks everyone for joining us on another episode of Sale Pipeline Radio.

Pipeline 73

Pipeline Territory Sales Healthcare 73

SalesforLife

JULY 25, 2019

When it comes to pipeline creation for your business, focusing on your vision and strategy will help you understand your purpose. The mistake is that when these sales reps or account executives realize they have a challenge, their regional VP’s focus on tactics. A simple strategy to increase your pipeline. You need to back up.

Pipeline 58

Pipeline Territory Up-sell Engineering 58

Score More Sales

JANUARY 17, 2012

Build the Front of Your Sales Pipeline. In conversations about managing sales opportunities you need to reference either a pipeline or a funnel to really understand that it takes many more potential deals than what will come to actual closure. A pipeline view can trigger what you need to do next. Consulting.

Pipeline 68

Pipeline Sales Niche Consult 68

Partners in Excellence

DECEMBER 1, 2011

As sales people, we want to make sure we are “in control,” that we are pursuing enough opportunities to make our numbers, that we are expanding our presence in the territory, that we are satisfying our customers or whatever. Some companies require 2-3 times quota as the “right number of opportunities” in the pipeline.

Territory 107

Territory Sales Quota Pipeline 107

Partners in Excellence

NOVEMBER 1, 2013

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! They want to see the form, template, or the CRM worksheet completed.

Territory 120

Territory Pitch Account management Pipeline 120

PandaDoc

MAY 2, 2025

Use Workspaces to organize content by region, product, or sales team. Based on deal details like industry, region, or deal size, Smart Content can dynamically insert the right messaging, case studies, or product bundles automatically so every doc feels tailored to the customer. Sales Engineers need to drop in technical specs.

Legal 52

Legal Territory Contract Price 52

Salesforce

JUNE 5, 2025

By eliminating the need to physically move or copy data by connecting to data at storage level, we’re addressing key challenges: Cost Efficiency: Reduce storage duplication costs and minimize the compute resources required for data pipelines. High Scale: Connect to data with near native performance at scale with in-region access.

Retail 52

Retail CRM Launch Territory 52

Salesforce

OCTOBER 4, 2024

Every CRO finds themselves thinking this about their original revenue engine at some point — usually after a period of growth. What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. “It’s not me. Guess what?

GTM 98

GTM Territory Finance E-commerce 98

Heinz Marketing

FEBRUARY 10, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. You can subscribe right at Sales Pipeline Radio and/or listen to full recordings of past shows everywhere you listen to podcasts! You can’t see that sales pipeline starting to curl up over the horizon there.

Pipeline 17

Pipeline B2B Sales B2C 17

Partners in Excellence

SEPTEMBER 18, 2014

How much time to you spend analyzing your pipeline, looking at your customers, accounts, and territory, figuring out what it takes to make your number, what you should be doing next? How much time to you spend updating your pipeline’s each week? I’m still and old fashioned engineering notebook and pen person.

CRM 117

CRM Territory Pipeline Account management 117