Quick, go ask any sales manager or Silicon Valley how much pipeline you need to make your quarter. The answer you will hear: 3x. Always, everywhere, every time. Let’s talk about why that’s true, what it means, and what to … Continue reading →| Kellblog
I was reading a SaaS benchmark report the other day and encountered this line: “Win rates declining [over the two-year period] from 23% to 19% might not seem all that significant. But in terms of required pipeline, it represents a … Continue reading →| Kellblog