Mastering Discovery Calls and Understanding Sales Velocity

Sales leaders—your CRM and dashboards are probably working against you. John Sherer shares tactical ways to clean the clutter, focus on the right metrics, and finally get reports that drive action (not confusion).

🎙 ACTIONABLE TAKEAWAYS:

• Ditch filters—build dashboards with pre-saved reports so your team gets faster, cleaner insights.

• Delete CRM fields that aren’t reported on or are full of junk to reduce noise and confusion.

• Only analyze win rates on mature pipeline from prior quarters to avoid skewed conclusions.

• Focus on four core metrics: intro meetings, late-stage deals, win rate, and inbound vs. outbound pipeline.

JOHN’S PATH TO PRESIDENT’S CLUB:
COO @ Growth Assistant VP of Sales @ Lattice Sales Director @ Lattice VP of Sales @ Appcues

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