136 posts
Multi-threading is the practice of building relationships with multiple stakeholders at a target account simultaneously — rather than working through a single contact. Deals with multiple active contacts are significantly less likely to go dark when one person leaves, stalls, or loses interest.
Most startups hire their first SDR too early — before they have a repeatable sales motion to hand off. The right time to hire an SDR is when you have a proven message, a defined ICP, and a pipeline problem that's caused by volume, not by not knowing what works.
Sales objections are not rejections — they're requests for more information or reassurance. The four most common objections in B2B sales (price, timing, need, trust) each have a specific handling pattern. Here's how to work through each one.
Cold email has a bad reputation because most people do it badly. The version that doesn't work is real: generic, high-volume, spray-and-pray. The version that does work is specific, researched, and consistent. Here's the difference.
Pipeline velocity is a single metric that captures how fast deals move through your pipeline and how much revenue that generates. It combines deal count, win rate, average deal size, and sales cycle length into one number every sales leader should track.
The right SDR-to-AE ratio depends on meeting volume, sales cycle length, and AE capacity. The most common ratio in B2B SaaS is 1:1 to 2:1 (SDRs to AEs). Here's how to calculate the right ratio for your specific sales motion.
ABM (Account-Based Marketing) is a B2B strategy where sales and marketing focus resources on a defined set of high-value target accounts rather than broad lead generation. Instead of casting wide and filtering down, ABM starts narrow and goes deep.
Product-led growth (PLG) is a go-to-market strategy where the product itself drives user acquisition, conversion, and expansion — rather than sales and marketing doing that work externally. Users try it, get value, and upgrade or invite others.
An MQL (Marketing Qualified Lead) is a lead that marketing believes is worth a sales conversation. An SQL (Sales Qualified Lead) is a lead that sales has confirmed is worth pursuing. The gap between them is where most B2B revenue gets lost.
A discovery call is the first substantive sales conversation with a prospect — its job is qualification, not pitching. You're trying to confirm whether this person has the problem, the budget, the authority, and the timeline to buy. Here's how to run one that does that.
RevOps (Revenue Operations) is the function that aligns sales, marketing, and customer success under a single operational framework — shared data, shared process, shared accountability. Here's what it does, why it exists, and when you need it.
BANT is a sales qualification framework: Budget, Authority, Need, Timeline. A prospect that scores well on all four is worth pursuing. One that fails on more than one is worth deprioritising. Here's how to apply it — and where it breaks down.