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

Sales Hacker

JANUARY 14, 2025

In this special episode, Scott Barker is looking at some of the big themes he’s seen in how the top go-to-market leaders are driving growth today. You’ll hear from founders, sales leaders, and marketing leaders from G2, CrunchBase, GitHub, TestBox, Atrium, Intellimize and Kahua. We do our pipeline generation.

GTM 108

GTM Growth B2B Pipeline 108

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 259

Growth Pipeline Sales B2B 259

SaaStr

NOVEMBER 30, 2024

Here’s an uncomfortable truth about SaaS companies: the majority of first-time VPs of Sales don’t make it past 12 months. The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month? The 30-Day Evaluation Framework Test #1: Did They Bring in 1-2 Great Sales Reps in the First Month?

Pipeline 119

Pipeline Contract Sales Growth 119

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.

Pipeline 267

Pipeline Growth Sales 267

Veloxy

OCTOBER 22, 2024

Let’s face it: if you’re still relying on old-school sales prospecting methods , you’re falling behind. Now, CEOs and Sales Executives need something sharper, faster, and more precise: AI for sales prospecting. At Veloxy, we believe AI is the game-changer every sales leader needs.

Prospecting 130

Prospecting Technique Pipeline Sales 130

Sales Pop!

AUGUST 6, 2022

The difference between such systems and services and Pipeliner CRM is that a company cannot run without Pipeliner. In times of crisis, Pipeliner is vital. Another way that Pipeliner is vital is that it is part of a strong company structure and environment. Pipeliner Layers. Maintaining Existing Accounts.

CRM 232

CRM Pipeline Objectives and Key Results Account management 232

Sales Hacker

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. This could be ACV for one rep, close rate for another, or pipeline volume for the team as a whole.

GTM 115

GTM X-functional Pipeline Construction 115

Veloxy

JANUARY 7, 2025

In the world of sales, time is money. This is where the concept of the sales cycle comes into play. A streamlined sales cycle can significantly boost your company’s efficiency and profitability. It can help you close deals faster, increase your sales volume, and improve your bottom line. What is a Sales Cycle?

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

SaaStr

MARCH 23, 2025

5 Key Learnings from Scaling from 3 to 75 Go-To-Market Team Members in Less Than 12 Months The latest SaaStr CRO Confidential is out and Sam Blond did a great deep dive with Graham Mareno, VP of Worldwide Sales at Codeium. Create Compelling Economic Incentives For sales talent, compensation is critical.

GTM 95

GTM Territory Pipeline Growth 95

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.

Pipeline 152

Pipeline Growth B2B Sales 152

Martech

OCTOBER 8, 2024

When sales and marketing teams are firmly aligned, the outlook is much better, with 80% saying they will reach their goals. 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. Problems with marketing/sales alignment (44%).

B2B 144

B2B Pipeline Follow-up Growth 144

Veloxy

JUNE 17, 2021

Since time is literally money when it comes to business, sales leaders have devised a way to instill dollar value on a day’s work. This intriguing value is what we refer to as sales velocity. What is Sales Velocity? As the name suggests, sales velocity measures how quickly your company is making money. Average Deal Size.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

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 58

Pipeline GTM B2B Follow-up 58

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. This streamlines sales, strengthens loyalty and expands revenue through seamless upgrades and bundled offerings.

GTM 108

GTM Product Cross-sell Profit margin 108

SaaStr

OCTOBER 25, 2024

When Marc Benioff started Salesforce, he codified the sales playbook. Then Mark Roberge , former Hubspot CRO, wrote The Sales Acceleration Formula with deep insights into quota structures. The biggest challenge to that outlook is an increase in the sales cycle. That elongated sales cycle created pipeline supply shocks.

Go To Market 132

Go To Market Quota GTM Price 132

Sales Hacker

JANUARY 13, 2025

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. The 5-phase framework that grew Outreach from $0 to $230M ARR Outreachs first salesperson, Mark Kosoglow , played a pivotal role in driving the companys growth from $0 to $230 million in ARR.

GTM 108

GTM Cross-sell Pipeline Strategize 108

Sales Pop!

DECEMBER 5, 2023

At Pipeliner, we have just devised a new tagline for our CRM and our company: Open to Close. The Pipeliner Difference This tagline has been created to encompass the impact Pipeliner CRM has on an individual, the organization, and the marketplace environment as a whole. Efficiency is the first impact Pipeliner CRM has.

CRM 147

CRM Pipeline Closing Real Estate 147

Veloxy

SEPTEMBER 29, 2021

Salesforce Adoption Pain Point #1 : Sales representatives report spending 66% of their day performing tedious, non-selling activity in Salesforce. This is a conundrum for most sales managers, as sales productivity is one of the common selling points of the Salesforce CRM platform. The key is Salesforce automation.

Territory 342

Territory Represent Sales Lead generation 342

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. A pioneering video sales platform delves into the potent realm of leveraging video to amplify business expansion.

Growth 173

Growth Pipeline CRM Trust 173

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

SaaStr

DECEMBER 20, 2024

Former Head of Revenue at BILL and HubSpot Americas leader Michelle Benfer recently joined us on a SaaStr Workshop Wednesday share her insights on one of the most critical roles in any SaaS organization: the frontline sales manager. “At HubSpot, I had over 100 frontline sales managers reporting to me.

Pitch 103

Pitch Promote Sales Pipeline 103

Hubspot

MARCH 13, 2025

According to a 2023 survey of over 450 sales leaders, 91% of their teams missed quota that year. And even with revenue up in 2024 , reps are still struggling to meet their sales goals. Getting stuck on YTD sales. Projecting a sales cycle ahead of time gives sellers a better chance of making their numbers.

Meeting 66

Meeting Pipeline Quota Sales 66

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. Other executives, whether they are in marketing/sales/CS execution, tend to get tunnel vision, focusing only on their organizations. Anyone can run the numbers.

X-functional 127

X-functional Strategize Quota Pipeline 127

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

Martech

OCTOBER 9, 2024

The leads aren’t turning into sales. Sales says the leads aren’t good enough, marketing says sales didn’t follow up fast enough. To drive real revenue growth, sales and marketing need to work together. Sales zeroes in on closing deals and revenue. Sound familiar? The real issue is your teams aren’t aligned.

Growth 122

Growth Objectives and Key Results Pipeline Sales 122

Veloxy

FEBRUARY 15, 2024

Looking for the best sales podcasts to boost your numbers and master the art of the deal? Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game.

Gaming 233

Gaming Sell GTM Technique 233

SaaStr

MARCH 13, 2025

Dear SaaStr: Should I Let My VP of Sales Go? All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle. All Your VPs Really Need to Do is Tilt the Curve A great VP of Sales should show meaningful progress within one sales cycle.

Pipeline 67

Pipeline Contract Quota Growth 67

Sales Hacker

DECEMBER 10, 2024

With raw honesty, he shares key mistakes made along the way and invaluable lessons learned about building a winning sales playbook, culture, and team structure. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way. As he puts it, “I like to win.

GTM 109

GTM Construction Quota Growth 109

Sales Pop!

JULY 11, 2024

In the modern sales landscape, data-driven selling has become an essential strategy for success. The ability to harness data to inform decisions, personalize interactions, and optimize sales processes is no longer optional—it’s a competitive necessity.

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? Transformed into focused programs that sales actually wants. 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?

Pipeline 121

Pipeline Contract Growth Campaign 121

Cerebral Selling

JANUARY 14, 2023

This guest post was written by Alex Cook , Manager, Enterprise Sales at Klue. Year-end can be the most exciting time in sales. 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. It can also be the hardest.

Quota 209

Quota Pipeline Drivers/motivators Negotiate 209

SaaStr

MARCH 5, 2025

In our most recent episode of CRO Confidential , hosted by Sam Blond , Graham Moreno , VP of Worldwide Sales at Codium, shared invaluable insights on what drove this growth, the challenges they faced, and how other SaaS companies can replicate this success. Key Growth Drivers 1.

Territory 73

Territory Drivers/motivators Quota Pipeline 73

Understanding the Sales Force

JANUARY 4, 2025

Coincidentally, accountability is one of the competencies at which most sales leaders are lacking. Many sales leaders fail to set targets for much more than revenue/quota and perhaps 2-3 others from my list. Having a job in sales should not be the equivalent to membership in a country club, where you are welcome until you resign.

Quota 69

Quota Territory Pipeline Referrals 69

Martech

OCTOBER 21, 2024

Sales and events aren’t even on the same page. Dig deeper: How small companies make a big splash with event content Real-world results: Customer success and field sales Here’s how this framework transformed one company’s approach to events. And field sales? It’s crunch time: eight weeks until your flagship conference.

Strategize 112

Strategize Angle Territory Sports 112

Veloxy

JANUARY 2, 2024

As a sales leader, your efforts directly impact the company’s stability and growth. However, with increasing competition combined with a limited budget and sales personnel, reaching your quotas can be challenging. However, it’s not due to a lack of effort by the sales team.

Product 246

Product Territory Objectives and Key Results Sales 246