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ARR Waterfall Reports: RevOps and Finance Alignment
ARR waterfall reports—sounds like something you'd encounter on a nature hike, right? But no, these reports are less about cascading streams and more about cascading revenue. And if you're in the tech world, particularly[...]
How Top Sales Performers Win with Outbound
Over the years, I’ve had the privilege of working with countless sales teams, from scrappy startups to established enterprises with $500 million in ARR. One common thread among the top performers across all these[...]
The Power of Win/Loss Analysis in Sales Strategy
I often find myself in the thick of sales meetings, dissecting the numbers, the strategies, and, of course, the deals. But there’s one thing I never overlook: the importance of analyzing both the deals[...]
How Sales Leaders Can Leverage the 80/20 Rule for Maximum Productivity
As a sales leader, I’ve come to appreciate the art of working smarter, not harder. In an industry where time is money and goals are everything, finding ways to maximize productivity while helping your[...]
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