SaaStr
MARCH 12, 2025
For high-consideration purchases, “long copy sells” – Despite our short attention span world, buyers of enterprise software will read your 12-page white paper and attend hour-long demos if they provide valuable information. The “five-five” CMO who excels at everything is a unicorn.
SaaStr
JANUARY 7, 2022
Create a seminal, detailed white paper. They should forecast the pipeline coverage for all four sources. . #3 Action & Tips: Take the time to conduct custom periodic studies of market research, category formation, gong call recordings, etc. Use a mixture of long and short sales cycle tactics. CEOs love models.
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Kellblog
MAY 18, 2025
For example: A sales booking capacity model A marketing inverted funnel model A marketing attribution model These models can be incredibly useful for planning and forecasting. While simple, these models are usually pretty precise and thus can be used for both planning and forecasting (e.g., They are, however, of course, wrong.
Kellblog
MAY 27, 2022
If your product is technical and requires an in-depth explanation, then you should include links to your seminal white paper [2], an 8-12 page, high-quality paper that tells your story to your ideal technical buyer. Forecasting accuracy vs. AI/ML forecasting system. The seminal white paper is that document. [4]
Kellblog
OCTOBER 21, 2021
For example, if an oppty is created after several people downloaded a white paper, a few attended a webinar, an SDR had been doing outreach in the account, the salesperson met a contact on the train, and a partner was trying to win business in the account, who gets the credit? .”). [3]
Sales Hacker
NOVEMBER 16, 2023
The insight behind how implementing buying committee playbooks increased revenue 270%, doubled win rates, and shrank forecasted misses at Stytch. Failure to do this will result in faulty forecasts, wasted time and effort, and missed targets. Lastly, our forecasted revenue shrank from a > 20% miss to within 5% of target.
Kellblog
DECEMBER 15, 2021
Companies use stages to track the progress of deals, the aging of deals to ensure they don’t get stuck, and typically weight the pipeline by stage as a way of triangulating the forecast. Could you imagine saying, “you can’t have that white paper until we’ve completed step 3 of our process?”
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