Topline

On this episode of Topline Hotline, the hosts answer a question about how GTM leaders forecast churn, and whether they rely simply on historic data or include things like customer health scores, rep feedback, time to first value, etc.

QuotaPath's Kelly O'Halloran shares findings from the company's recent compensation study, which found that it takes employees 3 to 6 months to understand their comp plan, and 39% of reps say that their comp plans don't meet key business objectives. The result - 90% aren't meeting quota. Hear more about the data, along with what it means for the broader tech industry, on this week's episode.

On this week's Topline Hotline, the hosts answer a community question about what to do when inbound lead flow slows and your sales team has excess capacity - and specifically, whether the team should have a specialized role focused on inbound only. Submit your question by using #Topline on LinkedIn or in the #function_CRO channel in Pavilion, or by emailing topline@joinpavilion.com.

Carta Head of Insights Peter Walker joins Topline to talk about key findings from the company's State of Startup Compensation Report for H1 2023, including what's happening with layoffs, why Q3 was the quarter with the largest number of startups dissolving or declaring bankruptcy, and how these trends are impacting employee attitudes around compensation, equity, and job mobility.

This week, the hosts discuss how much experience an SDR needs to be successful in the role. Hint: Traits like ambition, curiosity, and persistence matter more to the Topline crew than previous SDR experience.

This week, Sam, AJ, and Asad talk 2024 planning, positive signs in the market, their approach to forecasting, and employee attrition trends heading into next year.

This week, the hosts discuss how to present to the board when you're still navigating product-market fit and the need to expand into new markets. Submit your question by using #Topline on LinkedIn or in the #function_CRO channel in Pavilion.

This week, the hosts talk about CPI increases, the impact of retention, how to effectively run customer success, and valuations.

How do you acquire your first 10 B2B customers without funding? The hosts discuss reverse engineering, doing things that aren't scalable, and selling a solution.

This week, AJ, Asad, and Sam discuss recent positive economic signals compared with the findings of Pavilion's latest Pulse survey, the seasonality of software sales, variable compensation, and aligning company objectives with incentives.