Customer Relationship

Unveiling the Dark Side of the 300% Pipeline Obsession

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We explore the hidden dangers of fixating on a 300% pipeline. While it may seem like the ultimate goal for sales teams and a magnet for investors, the reality is far more complex. We will dissect the myth of the 300% pipeline, the toll it takes on sales representatives, the slippery slope of manipulation, and the consequences of aligning business strategies solely with investor expectations.

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The Perils of Allowing Customer Success Managers to Manage Renewals: Why Sales Should Take the Lead

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We share our experience and observations into the vital importance of renewals in managing churn, discuss why companies often choose to assign CSMs to renewals, and dissect the true motivations behind this choice. Furthermore, we will investigate the risks and challenges associated with CSM-led renewals, emphasizing why sales teams should be at the forefront of all commercial interactions.

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