Sales velocity is a metric typically used by sales leaders to understand the overall performance of their sales process. It’s a measure of productivity, i.e. amount of money being generated over time.
Nothing feels as good as winning a new customer. Someone validated your service, is excited about your company, and even recommended it to others. So, where did they come from—and are they going to stick around?
One of the uncertainties in a SaaS business is the fact that you don’t always know how long your customers stay with you. Maybe they’re active users at the start, but they quickly drift off after the first few months. You can try win-back emails, new sales and other retention initiatives, but that’s not helping you to plan for the future.
We talk a lot about marketing data. How to find it. How to use it. But we don’t talk a lot about the feedback loop between sales and marketing, i.e. how sales and marketing share data to close more deals.
There is one thing marketing and sales can agree on. Driving revenue. The best ways both teams can achieve this is by using the same tools and data.
That's why marketers should embrace their customer relationship management (CRM) software. It can help organizations get better alignment, and grow their business faster.
Sales and marketing alignment is a nice concept, but it can be hard to see what it looks like in practice.
And unfortunately, when sales and marketing aren’t aligned it results in stats like these:
--99% of leads never turn into a customer (Forrester).
--61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified (MarketingSherpa).
--50% of sales time is wasted on unproductive prospecting.