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Raise the Bar – Friday, January 6th, 2017

Case Study: JumpCloud Builds Outbound Sales Process with Mattermark

When JumpCloud decided to launch outbound sales efforts, the team set a lofty goal: Only fill the sales pipeline with prospects who matched the profile of their ideal customers. By focusing on finding prospects that looked like their best customers, the JumpCloud team hoped to make sales activities more repeatable, scalable, and measurable.

Here’s how JumpCloud achieved the number of leads they needed into the pipeline and drive the company’s revenue goals.


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Always Be Closing

Matt Smith of StackCommerce quantifies fundamental sales metrics and how they affect sales teams in “How to fix a 5 Best Practices for Managing Your Pipeline”

Sue Richards of SDR Business Solutions outlines the steps of a sales cycle  and identifies key stages that every salesperson should be aware of in What is the Sales Pipeline

Lauren Licata of Belly identifies the pipeline procedures required to turn sales data into decisions in “A 6 Step Plan to Sales Pipeline Management

Expand Your Marketing Funnel

Dailius Wilson of TrustRadius elaborates on the division of responsibility between marketers and salespeople in “Leads… Are they Sales or Marketing’s Job?

Matthew Buckley of Mainsail Partners acknowledges how marketing budget management and alignment between sales and marketing teams can help grow both your ARR and your pipeline of quality leads in “Five Key A SaaS Marketing Plan for High Growth Companies

Lauren Frye of Bizible describes a marketing team’s responsibilities when delivering quality leads into the funnel and distinguishes the differences in various marketing pipeline management tactics in “The Real Difference Between Lead Generation and Pipeline Marketing

Grow Up and To The Right

Susan Su of Reforge provides an in-depth growth case study that covers how Ipsy structured an influencer / content strategy for their $300 ARR subscription e-commerce business in “How an $800M Company Grows through Influencers and Content

Cara Hogan of InsightSquared discusses the funnel metrics necessary for a successful sales cycle in “4 Metrics that Drive Sales Pipeline Velocity

Tomasz Tunguz of Redpoint Ventures offers an interactive worksheet to help SaaS teams calculate their sales pipeline in “The Essential Go To Market Math For Beating Your SaaS Startup’s Growth Targets

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