The Vendor Cheatsheet
The Vendor Cheatsheet is a publication for sales, marketing, product, and management staff at legaltech companies, providing insights and practical guidance from insiders on topics such as effectively selling into legal, the procurement processes and personas in law firms and legal departments, how to develop and communicate clear value propositions, and more.
Increasing Pipeline Velocity to Speed Up the Sales Process
Your pipeline needs to be full enough that you hopefully have multiple opportunities that can convert to reach revenue goals. Rule of thumb is that your pipeline should have 5x the revenue potential of your actual sales goal. But there are other things you should be doing to make sure your sales velocity is accelerated.