MQLs are DEAD! Enter the PQL “Product Qualified Lead” = 10X+ revenue impact

Attn: SaaS Revenue Leaders

Many of the fastest growing SaaS teams over the last 10 yrs have leveraged the concept of the PQL (Product Qualified Lead) but they rarely talk…

Leading cause of death for sales reps : fo·cus

Attn: CEOs/Founders/VPs -The only method to keep your…

Demo “No Show” : Nothing makes me want to kick sales reps more!

Prospects show up 94.3% of the time to my calls. Here’s the very simple method. Now you have…

Why it is completely asinine to join as sales rep #1 : DEFCON 1–5

Sales Wound #143

Why December should always be your biggest revenue month of the year!

Attn Sales Pros — Take advantage of this window of opportunity = DEC

“Forecasting” : in quotation marks because you’re doing it wrong. FORECAST ACCURACY is the correct KPI

The Octothorpe : The ONLY attribute you need to qualify a Lead

One Attribute to Rule them All : Sales Wound #78

“Right Company, Right Person, WRONG TIME” : The solution = PQL (Product Qualified Lead)

Attn: SaaS Revenue Leaders — A tactical guide Level 2

Sales “Triggers” : Guess what you should do when you see a spike in Product Usage? It’s not what you’re thinking

Attn: Revenue Operations for Open Source, Freemium or Trial products

Fastest way to Ship Revenue? Own Your Backyard aka Location Location Location