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We analyzed 12,221 opportunities And here are the 3 things we learned 👇 1. How many inbound demos should your AEs receive? Average Load: REDACTED Top 5% of AEs: REDACTED Top 10% of AEs: 20 inbound demos per month Top 25% of AEs: 9 inbound demos per month 2. How does the team size affect the number of demos per AE? Larger Teams (>5 AEs): 12 demos per AE per month Smaller Teams (<5 AEs): 5 demos per AE per month 3. How does marketing influence the number of inbound demos per AE? With Marketing: 18 demos per AE per month Without Marketing: 7 demos per AE per month Check the link in the comments to see the full report

We went from founder-led sales to 2 fully ramped AEs last year. Here is how we go about it and what I would do differently. 12 months ago we asked 3 questions: 1. Is our sales process repeatable? 2. When are we losing deals? 3. Are we getting enough pipeline? We wanted to know if our process is (1) scalable, (2) fixable, (3) viable. The last part stuck with me the most. "How much is enough pipeline?" "Should we invest more in marketing or sales first?" "How many inbound demos should we get for an AE?" ↓↓↓ This is why I analyzed over 12k opportunities to see how many inbound demos AEs get on average across 100+ B2B software companies. TLDR; - Top 5% AEs get 30 demos per month - Top 10% get 20 demos per month - Top 25% get 9 demos per month If you want to see other stats and insights, check the link in the comments.

You have WAY too many martech tools. 😵💫 And your automation is way too scattered and fragile…. How do I know this? Because I see it all of the time. Massive tool sprawl, too many point solutions, and too many layoffs…these all lead to massive complexity and tech debt. In my opinion, the future of marketing technology lives in simplifying automation and centralizing it as much as we can. Tinkering with Default, I can use a point-and-click solution to manage so much automation in one place…from form creation, to qualification, to deduplication, to AI lead scoring, AI territory management, the list goes on… In this latest video, I show you another dope feature, webhooks — inspired by the awesome Blaine Tetterton’s comment on my last video. :) All I have to do is set up NeverBounce by ZoomInfo account, grab the webhook URL, and put it in Default — and I’ve got live email validation, right in my centralized lead flow. Check out the video to watch and let me know what else you’d like to see! P.S. Extra cookie points to whomever catches a step I almost forgot, but then ended up including in the final solution. 😅🍪 P.S.S. Thanks again, Default, for sponsoring my newsletter, The Marketing Operations Strategist! I appreciate the way you champion the marketing operations community.  🖤 #DefaultPartner #marketing #sales #marketingoperations #revenueoperations

Notifications play a huge role in helping users understand what's happening inside your app. Defaults new Workflow Notifications feature is a great example of how you can power these in-app experiences with Knock. Congrats to the team on shipping such a great improvement. 🙌

What's one B2B SaaS tool you can't live without?

🚨Product Update🚨 No more spending too much time going through workflow logs when your workflows are having issues. We built Workflow Notifications so admins can be proactively notified when workflows throw errors. Keeping your GTM team in motion 🚀

Excited to announce Default's first product update of 2025: Workflow Notifications! One of the biggest pieces of feedback we've heard from customers is that they spend too much time combing through their workflow logs to identify and resolve errors or understand workflow runs. So, we built Workflow Notifications so admins can get proactively notified when workflows throw errors or run into issues. Workflow observability and error resolution are big themes for us going into this year. This is a huge improvement on the observability front, but we hope to make Default Workflows fully self-resolving. Stay tuned for some magical 👀🪄 updates here.

If you've had this happen, drop a comment 👇 And I'll reply with things you can do while you wait for leads

Your poor lead routing is going to kill your growth plan this year. In the last year... - What was the conversion on inbound lead assignment to meeting booked? - What percent of the time was a lead routed to the wrong rep? - How often did a few reps get all the leads, while others didn't get any? - How often did the right reps know when their accounts were on your site? If your answers to any of the above questions are iffy, you might have a lead routing problem... ...and it's going to absolutely wreck your growth plan, your team's morale, and your ability to leverage your rev ops team for more strategic initiatives. Get on it while you still have time.

What does the ultimate inbound lead workflow look like? I'll let Caitlyn Vaughn break it down for you 👇