Win Rate
topic on 3 shows · 7 statements across 6 episodes
the Official SaaStr Podcast 
Top Founders 
20VC
7 statements about Win Rate, every show
Plank: A 60-70% sales win rate indicates underpricing or narrow targeting
“You don't want win rates that are 60, 70%. You're either not in enough deals, right? Like you're just way too narrow or your price is way too low. Like, if you win 70% of deals, then, like, that's not good. That's a bad, or at least you could go much bigger, r…”
Rubin: B2B win rates fell 15% and deal sizes dropped one-third
“So less than 15% of or win rates dropped by 15%. Average deal values went down by a third, and sales cycles were continued to increase to buy an extra 30%.”
Rubin: Structured qualification methodologies can double sales win rates
“We also saw that you can double your win rates with better sales methodologies. So introducing a med pick or a medic or a band type process to do your qualification and really making sure it's being used correctly.”
Rippling doubled revenue per customer with zero drop in win rates
“We increased pricing pretty dramatically and nothing changed. Like the wind rates didn't go down at all. You know, we just started making two, three times more per customer.”
Grosser: Reverse-engineer sales goals from win rates and deal sizes
“Sales ultimately is a match And so if you have that target, you can reverse engineer that right of in order to hit this number, you need to close this many deals of this size and take, you know, you win at this rate, it takes this amount of time.”
Bailey: Managing sales by lagging indicators prevents mid-quarter course corrections
“The key is that they are leading indicators and not lagging indicators. Because with the lagging indicator, it takes too long to figure out that something isn't going right. So if you're measuring win rate, for example, you're not going to know that you're beh…”