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The SaaS sales landscape changed overnight.

What worked in 2023 is dead in 2024.

Here's what I'm seeing with 200+ B2B sales teams:

❌ Cold calling: 2% connect rate → 0.8%
❌ Generic emails: 15% open → 6%
❌ Feature demos: 40% show rate → 25%

✅ What's working now:

• Video messages (45% response rate)
• Problem-first discovery (3x longer sales cycle but 2x win rate)
• Multi-threading (5+ contacts = 60% close vs 15% single-threaded)

The buyers changed. Our approach had to as well.

What's working for you in 2024?

I lost a $200K deal because I didn't multi-thread.

Here's what happened:

I spent 3 months with a single contact.
Great relationship. Strong champion.
She LOVED our product.

Then she left the company.

Deal died instantly.

New person came in with their preferred vendor.
Game over.

That loss taught me:

→ Always have 3+ contacts minimum
→ Map the entire buying committee
→ Get to economic buyer early
→ Don't bet everything on one champion

Now I mandate multi-threading from day 1.

Haven't lost a deal to "champion left" since.

What's your biggest lesson from a lost deal?

5 questions that qualify or disqualify a deal in the first call:

Most reps waste weeks on deals that were never going to close.

These questions save you time:

1. "What happens if you don't solve this problem?"
→ If answer is "nothing bad," disqualify.

2. "When did this become a priority?"
→ If "just exploring," not urgent. Deprioritize.

3. "Who else is affected by this problem?"
→ If "just me," too small. Need broader pain.

4. "What's your budget range for solving this?"
→ If "don't have one," they're not serious.

5. "Walk me through how you've bought similar tools before."
→ If "never bought anything," long shot.

Qualify hard. Qualify early.

Your pipeline will thank you.

Which question do you always ask?

Your sales team is lying to you about pipeline.

Not intentionally. But they're over-optimistic.

The data doesn't lie:

• Reps forecast 80% close rate on "commit" deals
• Reality: 60% actually close
• That's a 25% miss every quarter

Why the gap?

→ They want to believe they'll close
→ They're scared to tell you bad news
→ They don't know how to qualify accurately

How to fix it:

1. Implement MEDDIC scoring (objective criteria)
2. Review deals weekly (spot problems early)
3. Require evidence for each stage (no "feelings")
4. Celebrate disqualifications (praise good judgment)

Forecast accuracy went from 62% to 87% when we did this.

Your board will thank you.

How accurate is your forecast?

Appreciate that, [Name]!

One thing I'd add: [Additional insight]

Curious - are you seeing [problem] in your role?

Would love to hear more about your approach. Mind if I DM you?

Great point about [topic]. We've seen similar with [specific example]. The part about [specific thing] especially resonates because [why].

Love this perspective. Have you found [related challenge]? We noticed [pattern] with companies doing [what they described].

This hits home. We went through something similar last quarter with [situation]. The breakthrough came when we [what worked].

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