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Why Visibility into Your Pipeline Is Vital for Any BDR manager
A lack of pipeline visibility is “like driving a car without a gas gauge.” Without a gas gauge, you have no idea whether you have got the fuel to get you to your destination. Without pipeline...
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Pipeline Flow: The Key to Hitting Your End of Year Goals
As we come into Q4 and towards the end of the year, there is only one thing on the mind of every salesperson out there: what do I need to do in the next three months to hit my end of year goal? To...
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How to Buy Business Intelligence Software
When someone mentions Business Intelligence (BI), it’s possible that they’re referring to a number of different things. Generally, BI is a broad umbrella term that refers to software applications that...
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How Discounting Hurts Your Business And What You Can Do About It
Discounting has become a widely used practice within the tech community — and many SaaS companies are suffering because of it. For many sales reps, discounting is an easy way to close a deal,...
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How to Use a Year-End Post-Mortem to Help Hit Your Goals in 2017
New year, new start. Come January, your sales team will be refreshed, replenished, and ready to hit the new year running. If they had a good 2016, they’ll want to exceed their goal again. If not,...
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The Metrics Needed to Run Your SaaS Business
There’s a lot to pay attention to when measuring the growth trajectory of your SaaS business. Are you increasing LTV while keeping CAC down? Is your customer acquisition rate greater than your...
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The Case for Using Your QBR as a Pre-Mortem
Hindsight is 20/20. When a project fails, or a sales team has a bad quarter, there are always people that say they saw it coming. But these people never speak up in time. A pre-mortem turns that...
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