Martech

NOVEMBER 1, 2024

Marketing teams are often measured on MQLs, pipeline generation and new logo acquisition. Why traditional account management falls short The conventional customer success model, while valuable for retention, often lacks the sophisticated orchestration needed for strategic growth. Industry-specific growth potential.

Growth 137

Growth GTM B2B Strategize 137

Heinz Marketing

SEPTEMBER 29, 2024

This means that enriched data can be automatically synced with your CRM, enabling you to keep your sales pipeline updated without manual entry. You don’t need to be a technical expert to create complex workflows or data pipelines. This user-friendly feature saves time and allows your team to focus on more strategic tasks.

CRM 93

CRM Pipeline Prospecting Consult 93

Heinz Marketing

SEPTEMBER 24, 2024

Benefit : Automating data entry reduces the administrative burden on SDRs and ensures accurate, up-to-date records in the CRM system. Follow-up Automation Challenge : Keeping track of follow-up tasks can be overwhelming, especially as leads move through the pipeline. Missing a follow-up often means missing out on a potential deal.

Objectives and Key Results 97

Objectives and Key Results GTM CRM Follow-up 97

Martech

DECEMBER 2, 2024

Its ability to uncover the why behind outcomes allows for smarter GTM decisions that drive pipeline efficiency, revenue growth and customer success. Experimentation to improve ICP engagement: Test messaging, timing and offers tailored to your ideal customer profile (ICP) to validate what accelerates pipeline and win rates.

GTM 127

GTM Drivers/motivators Pipeline B2B 127

Martech

SEPTEMBER 5, 2024

The LinkDR platform includes AI-powered prospecting to find relevant websites and influencers, a verified email finder, customizable outreach templates and follow-up sequences, a CRM-style pipeline for managing link-building campaigns, and an analytics dashboard to track ROI and link quality metrics.

Retail 112

Retail Gaming Campaign Engineering 112

Martech

NOVEMBER 13, 2024

This vision of an autonomous marketing pipeline represents the future of AI in marketing. As we shift from today’s point solutions to autonomous marketing pipelines, I’ll explore what will change, why it matters and how marketing teams can prepare for success. Other marketers will support pipelines in different ways.

Pipeline 128

Pipeline Campaign Objectives and Key Results Legal 128

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. If you’re still optimizing for form fills, you’re missing the real cues.

GTM 89

GTM Cross-sell Referrals Pipeline 89

SaaStr

DECEMBER 20, 2024

Michelle uses a framework from Mike Weinberg with her frontline sales managers called RPA results pipeline activity. Balance internal promotion with strategic external hiring “Bad managers impact 7-10 people directly,” Michelle emphasized. Effective team meetings and 1:1s. ” The bottom line?

Pitch 104

Pitch Promote Sales Pipeline 104

Martech

JULY 16, 2024

Ideally, a lead score should rank prospects’ readiness to buy and assign an expected monetary value (EV) to the prospect pipeline based on the products of interest, engagement levels and purchase probability. These metrics are critical inputs for the most important MOFU metric of all: lead scores.

Finance 126

Finance Non-Profits Click Through Rate Strategize 126

Understanding the Sales Force

MAY 18, 2025

Several years ago, I created a ten-minute video (that some of you may have seen) that compares Baseline Selling, SPIN Selling, The Challenger Sale, Solution Selling and Strategic Selling. Pipeline Reviews are held regularly and all questions, challenges and answers should occur in the context of the sales process.

Process 125

Process CRM Pipeline Sales 125

Veloxy

DECEMBER 9, 2024

It should be a strategic asset directly tied to your business objectives. For instance, if lead conversion is a priority, customize dashboards to provide real-time visibility into pipeline stages and conversion metrics. Progress is progress, no matter how small. Start by pinpointing your top priorities.

Objectives and Key Results 130

Objectives and Key Results Negotiate Outside Sales Follow-up 130

Martech

JULY 17, 2024

Pipeline coverage and efficiency metrics become key indicators of success, ensuring that marketing aligns with sales and revenue goals. Considerations for a successful transition By following this checklist, Emma can make marketing a strategic partner on the GTM team and help navigate the transition to product-market fit effectively.

GTM 103

GTM Product Drivers/motivators Strategize 103

Martech

JULY 10, 2024

Learn how this approach supports a comprehensive channel strategy that aligns with brand objectives, addresses consumer needs and optimizes the content pipeline. To meet these demands, organizations are turning to modular content.

Government 117

Government Legal Pipeline Technology 117

Hubspot

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Relying upon seller opinions when grading pipeline health. Current pipeline.

Meeting 66

Meeting Pipeline Quota Sales 66

SaaStr

JULY 7, 2025

Proven S-Tier ROI: Real Case Studies Artisan AI: Immediate Pipeline Impact While Event is Still Live “We just closed our first deal from our SaaStr sponsorship (while it’s still happening), a $60k ARR deal. influenced pipeline from single event Sales enablement platform : $75K investment → $2.1M

Pipeline 81

Pipeline CTR Contract Strategize 81

Sales Gravy

FEBRUARY 4, 2025

The conversation with Zack revealed practical strategies you can use to overcome these hurdles and keep your own pipeline healthy. Offer Strategic Expertise If your offering requires complex configurations or specialized knowledge, step in as a consultant. Talk about local sports teams, industry news, or shared hobbies.

Sell 74

Sell Customers Contract Construction 74

Salesforce

MARCH 13, 2025

Finding it can guide your strategic plans, help you prioritize opportunities, and keep all your teams on the same page. How to calculate TAM Common challenges in TAM calculation and how to avoid them How to use TAM in strategic planning What is total addressable market (TAM)? Discover how with Sales Analytics from Sales Cloud.

Minimum Viable Product 100

Minimum Viable Product Strategic planning Territory E-commerce 100

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

SaaStr

JUNE 19, 2025

Humans handle the strategic thinking and relationship building. The teams seeing 40%+ increases in pipeline from AI tools aren’t the ones looking for shortcuts. 3x more qualified meetings booked with the same size team. The fix : Adjust your expectations. AI won’t eliminate the need for sales expertise – it amplifies it.

Objection handling 107

Objection handling Sales Legal Strategize 107

Sales Pop!

NOVEMBER 30, 2024

For strategizing about market changes will not only help future planning but create competitive advantage to serve your accounts to help win deals in your Q4 pipeline. Assembling your sales and delivery teammates for compact brainstorming sessions is an extremely valuable use of organizational time as the year moves to a close.

Transportation 264

Transportation Real Estate Construction Government 264

SaaStr

JUNE 24, 2025

Strategic Implications : If you’re building a traditional SaaS product, ask yourself: Can prospects immediately see and measure value during a trial? Companies need to adjust their pipeline management, forecasting, and cash flow planning accordingly. What used to be a quarterly sales cycle might now span two quarters.

GTM 75

GTM B2B SQL Quota 75

Search Engine Land

AUGUST 5, 2024

A pipeline of work with timelines. Keeping those two questions in mind means you should convey enough strategic insight upfront for your leadership while going into specifics for your implementers. This might seem obvious, but give me a moment to clarify it with you. An SEO strategy is not: A list of activities to be carried out.

Objectives and Key Results 85

Objectives and Key Results Clients Strategize Contract 85

RingDNA

JULY 2, 2025

CSE – Certified Sales Executive The Certified Sales Executive (CSE) credential from Sales and Marketing Executives International (SMEI) is designed for senior-level sales leaders seeking to sharpen strategic, operational, and leadership skills. Topics include lead conversion, pipeline management, reporting, and automating daily tasks.

Retail 62

Retail Technical Sales Consult CRM 62

Martech

JUNE 26, 2025

While AI enables scale and efficiency, it often sidelines marketing’s strategic role and compromises customer experience, especially in enterprise settings where automated outreach can do lasting damage. Marketing should have stepped into a larger strategic role as revenue movements evolved. Marketing must design the system.”

GTM 106

GTM Strategize Pipeline Engineering 106

SaaStr

MAY 11, 2025

Dont just pick random accounts to blastbe strategic. Are those meetings converting into pipeline? They know which leads convert and generate the most revenue because theyve worked them through the entire sales cycle. Use this insight to refine your targeting and lead scoring. But dont just measure volumemeasure outcomes.

High impact 94

High impact Pipeline Strategize Prospecting 94

Martech

APRIL 2, 2025

Dig deeper: 5 ways to transition from tactical to strategic marketing Defining your target audience A critical part of the audit is clearly defining your target audience or customer persona(s). Once your audit reveals a clear strategic direction, your marketing performance will become more predictable and scalable.

Objectives and Key Results 116

Objectives and Key Results Strategize B2C CRM 116

Closing Bigger

FEBRUARY 10, 2025

They look beyond the immediate quarter and set a strategic course for the future. But AI-driven tools like Gong, Fathom, and Maximizer go a step furtherthey provide insights that empower leaders to make informed strategic decisions. Proactive leaders: Build a talent pipeline before they need it. Their world is the next 90 days.

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

ClickFunnels

JUNE 10, 2025

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. While relatively simple in practice, the method behind the process must be strategic.

A/B testing 130

A/B testing B2C Campaign Lead generation 130

SaaStr

JULY 1, 2025

Start measuring outcome metrics (pipeline quality, deal velocity, win rate). The math works: $200K AE salary + $50K AI tooling = $350K more revenue per rep. Cultural Shift Required : Stop measuring AEs on activity metrics (calls made, emails sent). Let AI handle the activities. Yamini Rangan, CEO of HubSpot, echoed the same at SaaStr 2025: 3.

Territory 83

Territory CRM Negotiate Relationship building 83

RingDNA

APRIL 11, 2025

But beyond merely revealing insight into reps’ performance, tracking the right sales KPIs is critical to assessing they overall health of your sales pipeline. And a lot of companies are finding it harder to build pipeline than ever before. More successful reps might be more strategic about when they dial prospects.

Quota 62

Quota Sales Pipeline Contact 62

Salesforce

SEPTEMBER 3, 2024

Incorporate performance tests into your continuous integration and continuous delivery (CI/CD) pipelines to automate the process. Focus on sustainable growth strategies As applications grow more complex, achieving long-term scalability requires strategic planning.

Strategic planning 69

Strategic planning Growth Technology Technology 69

RingDNA

MARCH 31, 2025

Sales operations has evolved into a critical function for scaling revenue, optimizing sales efficiency, and driving strategic decision-making. Sales ops teams are leveraging AI to: Predict pipeline health and revenue trends with greater accuracy. Pipeline velocity and average deal cycle length.

Government 62

Government Cross-sell Objectives and Key Results CRM 62

RingDNA

JUNE 15, 2025

Not exactly the pinnacle of strategic selling. B2B reps benefit from deep product training, sales process mastery, and strategic skills like objection handling, ROI modeling, and stakeholder mapping. B2B teams focus on deal cycle length, pipeline value, average deal size, stakeholder engagement, and close rates.

B2C 62

B2C B2B Contract Objection handling 62

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. It rarely pays off and is certainly not a sustainable pipeline strategy.

GTM 102

GTM Gambling Pipeline Strategize 102

Hubspot

JUNE 16, 2025

Hiring managers don't just want to know what you sold — they want to know how fast you moved deals through the pipeline. Leveraged Salesforce opportunity scoring to prioritize high-value prospects, increasing my team’s conversion rate by 32% and generating an additional $420K in pipeline.'

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

PandaDoc

JULY 9, 2025

It’s not just the steps in your sales pipeline ; it’s the philosophy and strategy behind how your reps engage prospects, qualify leads, uncover needs, and close deals. It’s a great fit for complex or high-ticket sales where the buyer may need education or strategic guidance. What is a sales methodology?

Objectives and Key Results 40

Objectives and Key Results Consult Education Sales 40

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. usage, onboarding status) Strategic metrics: Quarterly (e.g., Customer-Led Growth (CLG) requires a new lens for measurement.

B2B 88

B2B Cross-sell Referrals Drivers/motivators 88