Understanding Sales Velocity: Your Pipeline’s Speedometer Sales velocity is more than just another metric—it’s your sales pipeline’s speedometer, telling you how quickly you’re converting opportunities into revenue. While the concept…
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Determining the right GTM mix is essential to avoiding burn capital and resources. This becomes critical to any startup’s survival as it moves from founder-led sales. The following is a…
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Such a catchy title – “B2B Buying Disconnect Report” Here’re some interesting tidbits from TrustRadius / Pavilion’s 2024 report, – Buyers are relying on fewer resources than before Action: Quality…
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Till we get to a point where AI is buying from AI, “things” from “things”, there’s a role for humans to be involved in Sales.AI can and should automate certain…
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You may have read up on what a modern Sales Strategy looks like. If not, you can read up here. The following is a 12-question survey that won’t take more…
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Sales Strategy documents often run the risk of becoming outdated and never being read after the first iteration. This is true for IT Strategies, GTM Strategies and also, Sales Strategies.…
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When it comes to the quickest route to revenue, here’s what has worked for the B2B & B2G tech companies that I’ve worked with 1. Monetizing Delivered Value2. Partnerships /…
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A very smart Revenue Leader, who had successfully competed against big-name players while working at small startups, had a few guiding principles about how his team should operate. I had…
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Biggest Losers of AI Boom Are Knowledge Workers, McKinsey Says Who can benefit the most from GenAI?About 75% of the potential value from applied generative AI will come in four…
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Some behaviors are sticky & stay long after the initial stimulus that caused that behavior has gone. Work-from-home had a massive impact on certain technology categories which saw a boom…
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