sales

The Pipeline Metrics That Matter

Following up on our previous post The SaaS Metrics That Matter, this post breaks down the most important sales pipeline metrics to add to your reporting…

Oct 29, 2024 •

and

The Dark Side of Sales

While unleashing the “animal spirits” of your sales team, beware of the unintended consequences that powerful incentives can create.

Jan 5, 2024 •

The Difficulty Ratio

A fundamental principle in SaaS sales is that the size of a deal must be large enough to justify the effort required to close it.

Apr 1, 2023 •

and

Individuals vs Teams: Who’s the Better Customer?

Go for Teams: that's where the money is. Individual plans are primarily good for lead gen.

Dec 8, 2020 •

Simple Math to Set Up a Sales Team

How to structure quotas, compensation, and territories for a new sales team.

Dec 1, 2020 •

Enterprises vs SMBs

Who’s the Better Customer for B2B SaaS Startups?

Jan 21, 2020 •

Freemium vs Free Trial

Which is better for SaaS Startups?

Dec 9, 2019 •

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