Let's say for every 5 opportunities you stop working, your win rate jumps 5%.

You'd make that trade once, to go from $600K to $625K generated.

Would you make that trade a third time? Down to 20 opportunities?

To answer that, let's add in the fact that ACV tends to increase. Someone who's already bought in on pain and solving it.

The more time you invest in creatively expanding reach, use case, etc... the more ACV tends to grow.

So let's look at this again, with a $15K increase in ACV.

Now, you would make that trade, down to 20 qualified opportunities.

In fact, you'd even prefer 15 to 25 opportunities.

Of course, moves aren't that incremental. JOLT effect shows difference is typically 20 - 50%.

Now, let's take a middle of the road scenario and ask, which metric do we focus on here?

If we grow pipeline by 30%, adding 3 more qualified deals, what happens to revenue?

Revenue grows by $270K.