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.
5 articles
Topic
Sales
Pipeline, process and the craft of closing.
Most read
Featured1 min read
What changed when we started paying reps on activity, not just closed deals
A conversation with our own VP of Sales about a compensation change that felt risky and paid off in an unexpected way.
Featured1 min read
What 200 founders told us about their first sales hire
Original survey data on the first sales hire at early-stage companies: who they hired, what they got wrong, and what they would do differently.
Featured1 min read
Why we killed our own lead scoring model
We built a lead scoring model, sold it as a core feature, and shut it off eight months later. Here is what replaced it.
Latest
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.