I'm very excited to share this recording with you guys, which happened at our conference,

SaaSopin.com, with over 100 speakers, all founders of B2B SaaS companies. We have a very high bar

for what speakers share on stage. So you're going to enjoy this episode where we dive deep into

revenue graphs, real tactics, and real growth metrics.

You are listening to conversations with Nathan Latka, where I sit down and interview the top SaaS founders, like Eric Wan from Zoom.

If you'd like to subscribe, go to getlatka.com.

We've published thousands of these interviews, and if you want to sort through them quickly by

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What was even scarier is that nearly 20% of reps actually don't even have a quota.

Okay, so there's a lot of people out there that really aren't running their business with, you know, particularly data driven.

We also saw a lot of headwinds, so less than 15% of win rates dropped by 15%, average deal values went

down by a third, and sales cycles were continued to increase to buy an extra 30%.

So when we look at the data in a bit more detail, rather than focusing on the ones that didn't

achieve, what I wanted to do is bring to the table today some of the insights of what the high-performing

sales teams were actually doing.

Probably one of the key trends we're seeing is that those, certainly in B2B, relationships drive

revenue.

So understanding what relationships you have and

and really double downing and making sure that those relationships are strong

is vital not just in winning new business but also retaining and upselling to

...