“Measure the pipeline quality and the revenue that comes out of it, not vanity metrics such as the number of meetings booked or the number of calls per day. Pipeline velocity is the key metric to understanding your chances of success.” “The two most successful traits in a salesperson are focus and discipline.” — Neil Ryland, Peakon Pipeline Qualified Opportunities (#) x Win Rate (%) x Deal Size ($) velocity (v) = Length of Sales Cycle(days) “Push your sales reps. They’ve got to be doing calls. They’ve got to be outbounding. Always be generating your own luck.” “When you come across really good sales talent, you should hire that person.” — Edward White, Interana 71