sales pipeline

“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 …”

“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”

“We were getting, like, every dollar we were spending, we were getting 32 dollars a pipeline.”