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FOUNDER’S GUIDE TO B2B SALES CADENCE EXAMPLES VELOCITY CADENCE ENTERPRISE CADENCE ASP $2K $250K CONTRACT VALUE MRR ARR (UNITS) AVG SALES CYCLE 35 days 225 days (ASC) FORECAST FREQUENCY Weekly Weekly FORECAST PERIOD Months Quarters PIPELINE SCRUBS 2x/month 3x/quarter COMP PLAN PERIOD Quarterly Annual REVIEW PERIOD MBRs QBRs CELEBRATION PERIOD Annual club Annual club PIPELINE MANAGEMENT Pipeline management is about all about discipline. When it comes to pipeline, think of your CRM as an opportunity management system. THE FOUR KEY FIELDS OF OPPORTUNITIES VALUE How much is it worth? CLOSE DATE When will it close? STAGE How far along is it in our process? FORECAST How likely is it to close by the close date? CATEGORY SPRING 2023 .21

BALDERTON The Founders Guide to B2B Sales - Page 21 BALDERTON The Founders Guide to B2B Sales Page 20 Page 22

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