Understand the real difference between a lead and a prospect in B2B sales, and why this distinction matters for your funnel, team, and CRM.
Archives: Sales Processes
5 Sales KPIs Every Founder Should Know
Sales KPIs give founders a clear picture of what’s working. Here are 5 simple sales metrics to help you track performance, pipeline, and predictability.
What Is Pipeline Coverage?
Learn what pipeline coverage means in B2B sales, how to calculate it, and why it’s a critical metric for forecasting and pipeline health.
What Is a Closed-Won Deal?
A closed-won deal means a signed customer contract and confirmed sale. Learn what it means, when to use it in your CRM, and why it matters for your pipeline.
What Does “Land and Expand” Mean?
Explore the land and expand strategy: how B2B sales teams land small deals then expand account value, the framework, prerequisites, and pitfalls.
SDR vs BDR: What’s the Difference?
Understand the difference between SDRs and BDRs, and how each fits into a B2B sales team. Clear roles, definitions, and use cases.
What Is Sales Velocity? Definition + Formula
Sales velocity shows how fast your deals move through the pipeline. Learn the formula, how to improve it, and why it matters in B2B.
How Do You Use Time to the Max?
Fraser Morrison shares how he structures his time, team, and meetings to run 18+ sessions a day, scale fast, and still make it to his son’s event.
What Is a Discovery Call?
Learn what a discovery call is, where it fits in your B2B sales process, and how to run one effectively to qualify leads and build pipeline momentum.