The Most Common (and costly) Discovery Mistake
The most common mistake I see in discovery is mistaking a negative current state for a negative consequence. Today, I’ll share how to avoid it.
Should Account Executives Strive for Leadership or Enterprise Roles?
I had no desire to pursue a leadership role early in my career. I was wrapping up a fantastic year as an AE, my friends were promoting to the enterprise sales team, and I was determined to join them.
Then, my manager and VP encouraged me to use long-term thinking to inform short-term decisions.
As I went through the leadership vs. enterprise decision-making process, I ended up focusing on two areas:
My Favorite Metric in B2B Sales
This week we are going to take a deeper look at my favorite metric: next quarter’s weighted pipeline.
Weighted pipeline takes into account deal size + likelihood to win. A $100,000 deal, forecasted at 50% likely to close, contributes $50,000 to weighted pipeline.*