Sales Pipeline
topic on 5 shows · 10 statements across 10 episodes
In Depth 
We Live to Build 
the Official SaaStr Podcast 
Top Founders 
20VC
10 statements about Sales Pipeline, every show
When a product fails to sell, the problem is almost always pipeline
“Like if your product isn't selling for some reason, then it's almost always pipeline.”
Boduch: Pendo historically generated $32 in pipeline per marketing dollar spent
“We were getting, like, every dollar we were spending, we were getting 32 dollars a pipeline.”
Jacobs: SaaS renewals must follow structured qualification methodologies like pre-sale pipeline
“We need the same kind of methodology for renewals. When we're committing a deal for renewal, it can't just be, I think they're going to renew. It has to be against a specific methodology in exactly the same way we would expect the pipeline pre-sale”
Weisbrot: Hosting a podcast is a top sales pipeline for prospective clients
“What I've learned from sales is that the podcast is actually one of the best ways for me to create a sales pipeline. Because a lot of the guests are ideal clients because they're running seven and eight figure businesses.”
Rosemblat: High-quality, low-volume lead cohorts convert better than high-volume funnels
“Based on our experience, that bottom bar of fewer leads, but really, really quality leads is a cohort that's more conducive to getting customers than the top bar where you have more volume.”
Lemkin: Monthly marketing targets create myopic behavior and dry up sales pipelines
“What's happened is marketers are now being judged on results this month rather than this year. And it is leading to super myopic marketing, right? Only stuff that gets me leads and even closed revenue this month. And it, what it's leading to, and founders shou…”
Lawryk: Asynchronous video is key for early sales pipeline generation
“Asynchronous video is I think a super effective tactic for developing pipeline and engaging customers earlier in the sales process.”
Beechuk: SaaS Companies in Downturns Should Cut Bottom 75% of Pipeline
“Now is the time to focus on those top 25% of accounts that are most likely to close and throw out the other, the bottom 75%.”
Chris Out: 70% of Sales Pipeline Value Comes From Existing Clients
“If I look at my own sales pipeline, I think at this moment, around 70% of the value of the pipeline is not on new customers, but it's on existing clients that I have making them continuing the retainer, upselling bigger projects.”
Sambucci: Large sales pipelines waste founder time when conversion is low
“It's actually a big mistake a lot of founders make. They think they need a big pipeline. But their pipeline coverage or their conversion rate is really low. They're maybe only converting 10 or 12% of their total pipeline because they've done a really poor job …”