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Use Triangulation Forecasts For Improved Forecast Accuracy and Better Conversations

Use Triangulation Forecasts For Improved Forecast Accuracy and Better Conversations

By Dave Kellogg on May 2, 2021

Ever been in this meeting? CEO:  What’s the forecast? CRO:  Same as before, $3,400K. Director 1:  How do you feel about it? CRO:  Good. Director 2:  Where will we really land? CRO:  $3,400K.  That’s why that’s the forecast. Director 1:  But best case, where do we land? CRO:  Best case, $3,800K. Director 2:  How do […]

Posted in Business, Featured Posts, Startup Lessons | Tagged Forecasting, Pipeline, Pipeline coverage, SaaS, sales, salesops, scaling, startups, To-go coverage, Triangulation forecasts

The Holy Grail of the Repeatable Sales Process:  Is Repeatability Enough?

The Holy Grail of the Repeatable Sales Process: Is Repeatability Enough?

By Dave Kellogg on January 12, 2021

Most of us are familiar with Mark Leslie’s classic Sales Learning Curve and its implications for building the early salesforce at an enterprise startup.  In short, it argues that too many startups put “the pedal to the metal” on sales hiring too early – before they have enough knowledge, process, and infrastructure in place – […]

Posted in Business, Featured Posts | Tagged Culture, Enterprise Sales, process, repeatable sales process, revenue ops, sales, Sales process, salesops, Silicon Valley, startups

Does Enterprise SaaS Need a Same-Store Sales Metric?

Does Enterprise SaaS Need a Same-Store Sales Metric?

By Dave Kellogg on March 3, 2020

Enterprise SaaS and retailers have more in common than you might think. Let’s think about retailers for a minute. Retailers drive growth in two ways: They open new stores They increase sales at existing stores Opening new stores is great, but it’s an expensive way to drive new sales and requires a lot of up-front […]

Posted in Startup Lessons | Tagged ARR, Metrics, sales, sales productivity, salesops, same-rep sales

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