Opinion1 min read
The pipeline metric most sales teams track wrong
Conversion rate by stage looks simple. Most teams calculate it in a way that hides exactly the problem it should reveal.
2 articles
Topic
SaaS
Building and running software-as-a-service businesses.
Most read
Guide1 min read
A simple forecast model that beat our reps' gut feel
Not a machine learning model. A basic weighted-stage calculation that outperformed manual forecasts for two straight quarters.