Sales & Revenue

Direct answer — What is an enterprise sales funnel? An enterprise sales funnel is the staged process B2B teams use to win high-value deals (typically $100K+ in annual contract value) from large organizations. It runs through six stages, from account identification and qualification to solution validation, proposal, procurement, and post-sale expansion. Unlike a standard funnel, … Read more

At any given moment, roughly 95% of the companies you want as customers are not buying anything. Only about 5% are in-market this quarter, a pattern the 95-5 rule from LinkedIn’s B2B Institute and Prof. John Dawes has held up across decades of data. Yet most outbound teams point their most expensive reps at executives … Read more

Marketing hits its MQL target, sales calls the leads junk, and both teams point fingers across the same pipeline. The fix is a stage most funnels skip: the sales accepted lead. A sales accepted lead (SAL) is the formal checkpoint where sales agrees that a marketing lead is worth a rep’s time and commits to … Read more

Direct answer – how to design scoring rules based on revenue bands Design scoring rules for revenue bands as a first-match rule set: list each band once in priority order, highest band first, with a lower bound, an upper bound, and a score. Evaluation stops at the first rule that matches, so order is what … Read more

Only about 5% of your potential B2B buyers are in the market to buy right now. The other 95% are not, and they will not be for months or even years. Yet most sales teams still work their entire account list as one undifferentiated pile, top to bottom, then wonder why win rates sag and … Read more

Last updated: Q2 2026. You write what looks like a correct query, run it, and the rate comes back as 0. Or worse, the whole thing fails with a divide-by-zero error the moment one segment has no data. Almost every analyst who reports conversion, click-through, or churn numbers out of a database has hit both … Read more

Direct answer – mapping revenue bands to scores Mapping revenue bands to scores means dividing company revenue into a few brackets and giving each bracket one fixed point value, so size becomes a usable scoring signal. Design it in three moves: set 3 to 5 brackets at your ICP’s revenue floor and ceiling, cap revenue’s … Read more

A B2B SaaS company that defines its ideal customer as “mid-market software firms in North America” has described tens of thousands of companies and qualified none of them. Sales feels it first: every inbound demo looks equally promising, reps work whoever replied fastest, and the pipeline fills with accounts that were never going to renew. … Read more