The One Number: Why Sales Velocity Is Your North Star Metric
You know that feeling when you're driving and suddenly realize you've been watching the speedometer instead of the road? That's exactly what happens when sales leaders get caught up in vanity metrics instead of tracking what actually moves the needle.
Here's what makes sales velocity different: it's not just measuring performance—it's measuring the rate of performance. I worked with a SaaS company celebrating a 40% win rate until we calculated their sales velocity. Six months later, their win rate dropped to 32%, but their sales velocity increased by 67%. Revenue followed suit.
That's the power of focusing on the one metric that actually transforms growth.
The SaaS Sales Enablement Evolution: Where Human Intelligence Meets Digital Precision
The industry's grown up fast. What started as a scrappy alternative to traditional software has become the backbone of modern business—and frankly, it's taught us a thing or two about what really drives revenue growth.
It's about creating a synchronized system where your people, processes, and technology work together like a well-rehearsed orchestra.
Sales Qualification Process: Essential Criteria for Each Stage of Your Sales Cycle
Wondering how to move prospects through your sales pipeline more effectively? The key lies in establishing clear qualification criteria for each stage transition. From initial lead qualification using the BANT framework (Budget, Authority, Need, Timeline) to closing the deal with properly negotiated terms and conditions, a structured sales qualification process helps your team focus on the most promising opportunities. Discover how to customize qualification criteria to align with your ideal customer profile and chosen sales methodology, ultimately creating a more predictable and profitable sales process.
Boosting Sales Excellence: Why You Should Choose a Sales Enablement Consultant
Choosing and using a sales enablement consultant is the game-changing decision you need to make. Explore how engaging a sales enablement consultant is a transformative journey. Take a look at the most relevant benefits: