Tibor Shanto

NOVEMBER 16, 2021

Many reps and managers look at opportunities independently of one another, but the pipeline is a collective of opportunities. Unfortunately, many salespeople see their pipeline as a holding tank for opportunities, rather than a means of driving to quota. What is in your pipeline should meet specific and defined criteria.

Pipeline 257

Pipeline Quota Consult Prospecting 257

Sales Pop!

OCTOBER 1, 2021

In this Pipeliner Concepts series, we’ve covered the basic concepts of Pipeliner CRM, as opposed to simply the technical details. In this final article, let’s touch on the crucial points of Pipeliner CRM, and CRM in general, for the future. RevOps = Pipeliner. Pipeliner CRM is, in actuality, a full RevOps function.

Pipeline 246

Pipeline CRM Drivers/motivators Engineering 246

Iannarino

APRIL 24, 2023

In any pipeline, you will find many potential deals. Instead, they live in your B2B sales pipeline because the salesperson must enter the record after a first meeting. Many records that show up as opportunities are not close to being deals worth pursuing.

Growth 267

Growth Pipeline Sales B2B 267

Iannarino

SEPTEMBER 15, 2022

This post is an adaptation from Leading Growth: The Proven Formula for Consistently Increasing Revenue. You can preorder Leading Growth now.

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Pipeline Growth Sales 269

SaaStr

NOVEMBER 30, 2024

Top VPs take the opposite approach—they quickly remove underperformers to protect your pipeline and maintain high standards. While it feels risky to make a change quickly, waiting 6-9 months to see if things improve will cost you an entire year of growth. While you shouldn’t expect miracles, you should see meaningful progress.

Pipeline 120

Pipeline Contract Sales Growth 120

Iannarino

AUGUST 17, 2024

In B2B sales, having a robust pipeline coverage strategy is the difference between hitting your targets and scrambling to stay afloat.

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Pipeline Growth B2B Sales 152

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 112

GTM Product Cross-sell Profit margin 112

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 57

Pipeline GTM B2B Follow-up 57

Sales Hacker

OCTOBER 11, 2024

Over the last decade, he has worked with countless sales organizations to help them scale from startup to high-growth machines. Shift from Results to Metrics Most organizations focus on results – pushing for more deals, more pipeline, more revenue. percentage to goal, win rate, pipeline volume).

GTM 117

GTM X-functional Pipeline Construction 117

Martech

OCTOBER 8, 2024

The insights come from a new Pipeline360 report, “The H2 2024 state of B2B pipeline growth” based on a survey of 500 B2B marketers in the U.S. When sales and marketing teams are firmly aligned, the outlook is much better, with 80% saying they will reach their goals. Top B2B challenges.

B2B 144

B2B Pipeline Follow-up Growth 144

Martech

AUGUST 15, 2024

Today, separate pieces of software typically automate discrete parts of the marketing pipeline. Moving towards more automation: Low code, no code Many marketers already automate parts of their marketing pipeline through the likes of automated email systems, where a trigger sets off a series of activities such as a drip campaign.

Pipeline 124

Pipeline Follow-up Technology Technology 124

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 97

GTM Territory Pipeline Growth 97

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. ‘ Great! ’ The answer was no.

Go To Market 132

Go To Market Quota GTM Price 132

Veloxy

OCTOBER 22, 2024

AI-Driven Sales Techniques that Improve the Pipeline When it comes to improving your sales pipeline, AI-driven sales techniques allow you to move faster and more efficiently through every stage. In a typical sales pipeline, one of the biggest challenges is accurately gauging where prospects stand.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Sales Pop!

SEPTEMBER 10, 2023

In the ever-evolving landscape of business, the quest for growth and scalability remains a perpetual pursuit. The paradigm of achieving this growth, however, is in a state of transformation. Not merely as a tool but as a catalyst for growth, transformation, and enduring connections.

Growth 173

Growth Pipeline CRM Trust 173

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

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

Partners in Excellence

JANUARY 2, 2025

We assign pipeline metrics, identifying the number of opportunities each person must have for a “healthy” pipeline. Yet our pipelines are increasingly unhealthy. To achieve our growth goals, we simply ran the math, looking at how many people, how many calls, how much activity were needed to achieve those goals.

Pipeline 127

Pipeline Government Education Conversion 127

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. Pipeliner CRM: A Game Changer in Data-Driven Selling Pipeliner CRM is uniquely positioned to facilitate data-driven selling through its robust features and user-friendly interface.

CRM 130

CRM Pipeline Sell Represent 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 126

Pipeline Contract Growth Campaign 126

Partners in Excellence

NOVEMBER 6, 2024

In discussing the strategic goals for the organization, most take the numbers, run the math based on growth objectives, identifying plans for the coming year. ” RevOps must start to view itself as the change agent, to drive constant improvement, constant learning, constant growth. Anyone can run the numbers.

X-functional 127

X-functional Strategize Quota Pipeline 127

Martech

OCTOBER 9, 2024

To drive real revenue growth, sales and marketing need to work together. Dig deeper: How to optimize sales and marketing processes for efficient customer acquisition Shared metrics: A common ground for success To create alignment, focus on shared metrics like pipeline growth and conversion rates. Sound familiar? Processing.

Growth 126

Growth Objectives and Key Results Pipeline Sales 126

Sales Hacker

DECEMBER 10, 2024

Martin attributes this extended timeline partly to early missteps but also to the inherent challenges of this growth phase. Preparing for the next stage: $10M to $20M ARR As Levelset approached the $10 million ARR milestone, the COVID-19 pandemic struck, forcing the company to reevaluate its growth strategy.

GTM 111

GTM Construction Quota Growth 111

Veloxy

JANUARY 7, 2025

Automation keeps deals flowing through the sales pipeline more quickly by taking care of repetitive tasks. Addressing Objections Early Hearing objections early on in the sales process is critical for keeping your pipeline churning. This dynamic approach not only optimizes your sales cycle but also drives long-term business growth.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

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 115

GTM Pipeline Drivers/motivators Growth 115

Iannarino

FEBRUARY 11, 2025

Struggling to book meetings? Drowning in bad leads? Its time to fix your broken lead generation B2B strategy before your sales team quits. Keep reading!

Lead generation 219

Lead generation B2B Pipeline Meeting 219

Martech

OCTOBER 21, 2024

The result: instead of scrambling to find speakers two months out, they had a pipeline of engaged customers ready to share their stories, creating a continuous content engine for the year. Dig deeper: Beyond attendance: Unlocking B2B growth with event-led strategies Email: Business email address Sign me up! And field sales? Processing.

Strategize 116

Strategize Angle Territory Sports 116

Sales Hacker

MARCH 8, 2024

If so, you know that we’ve been nerding out on ecosystem-led growth (ELG) for quite a while now. The smartest companies are embracing Ecosystem-Led Growth, or ELG. Why Ecosystem-Led Growth for GTM? Let’s break it down Why ecosystem-led growth? Support on pipeline movement. Let’s get into it. Access to more data.

GTM 124

GTM Growth Referrals Cross-sell 124

Partners in Excellence

DECEMBER 11, 2024

Then, we might have had some pipeline reports and manually generated activity reports, and they were seldom in real time. And they require deep dives into the issues, whether it’s a deal or pipeline review with a seller, or the leadership team discussing a performance issue. Today it’s amazing.

Pipeline 118

Pipeline Gaming Presentation Follow-up 118

Partners in Excellence

JANUARY 31, 2024

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. If we could do this, our pipelines would grow from 40 to 86 opportunities, and rather than we and our competitors closing only 16 of those, we would close 52!

Growth 146

Growth Pipeline Represent Closing 146

Partners in Excellence

NOVEMBER 6, 2024

For individual contributors, it may be prospecting, admin tasks, researching our customers, managing our pipelines, dealing with all the minutiae of moving deals forward, and on and on For managers, it may be hiring, coaching, dealing with poor performers, understanding performance data, and on and on. They vary for each of us.

Leadership building 127

Leadership building Technology Technology High impact 127

Sales Hacker

JANUARY 30, 2024

Part of this re-evaluation has led many to believe it’s time to bid farewell to the Marketing Qualified Lead (MQL) as a primary metric and embrace the concept of pipeline as the new kingpin of success in marketing efforts. Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go.

Pipeline 124

Pipeline Represent Pitch CRM 124

Highspot

MARCH 7, 2025

Choose or blend a framework to match your growth stage for steady, predictable revenue gains. Revenue Operations , or RevOps, is all about aligning your GTM teams (sales, marketing, and customer success) to drive growth. Less chaos, more efficiency, and predictable growth. The result? RevOps aligns them to work as a unit.

Growth 52

Growth GTM Objectives and Key Results CRM 52

Sales Pop!

DECEMBER 2, 2022

Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. It means predictable growth and instilling discipline regarding close dates, rating of deals and next sales process steps. Look No Further. Historical Data. Blended Data.

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Quota Pipeline CRM Closing 231

Sales Hacker

OCTOBER 27, 2023

This pipeline slowdown calls for something other than ‘more of the same.’ It calls for extreme intentional in order to dislodge stuck deals and reinvigorate the pipeline – this week we’ve got you covered on core tactics that are working to move the needle. Let’s get into it. Let’s get into it. Use Fewer Resources.

Pipeline 125

Pipeline GTM Cross-sell Sports 125

Martech

JULY 17, 2024

Despite rapid growth, her team of eight now faces the challenge of achieving more with less due to recent layoffs. In doing so, they’ll become the glue that binds the revenue team together, meets targets and scales growth, and shifts from surviving to thriving. Fast-forward to 2024, and Emma’s reality has shifted.

GTM 102

GTM Product Strategize Drivers/motivators 102

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 116

Objectives and Key Results CRM Pipeline Contact 116