Tag

sales strategy

2 articles

Sales & Outbound

ABM Account Tiering for SaaS: Signals & Math

A data-driven framework for ABM account tiering in SaaS. Covers firmographic fit scoring, intent signal weighting, tier definitions, and the math behind resource allocation across Tier 1, 2, and 3 accounts.

Jun 7, 202610 min read

Sales & Outbound

Outbound vs Inbound Allocation by Stage: How to Split

A framework for determining the right allocation between outbound and inbound go-to-market investment at each stage of SaaS growth. Covers the math for pipeline source mix, cost per pipeline dollar by channel, and the signals that indicate when to shift allocation.

Jun 7, 202610 min read