What's your North Star in RevOps? - What's the one number to rally around? - To align all sales and marketing to one goal Well, it's obviously revenue! - But this is a lagging indicator - It tells you what already happened - It doesn't tell you what's happening now What's happening now are a lot of things: - Inbound is generating less pipeline - Outbound is generating more pipeline - Average Sales Price increased this quarter - Close Rate decreased this quarter unfortunately - Sales Cycle remained about the same as last quarter That's a lot to mentally process It's a long water cooler conversation Leaving an oversimplification of "Well revenue is up!" This is where Pipeline Velocity can help: - Rally the entire team around one number - Show aggregate change in rev generation - Show whether or not you're trending to goal How many of you are measuring Pipeline Velocity today? More details on this in our Newsletter: https://lnkd.in/eCFWMUqX