Timo Rein Posts

Rocks, Pebbles, Sand and Your Key Sales Activities

rocks in a jar

There’s an old story about placing rocks, pebbles and sand in a jar. If you place the sand and pebbles into the jar first, the rocks won’t fit. But if you place the rocks in first, pour the pebbles and sand in afterwards, everything will fit in the jar.

Consider the sand, pebbles and rocks as the activities you undertake in your jar – your sales process. While it needs to fit in every activity – from finding prospects to making calls to writing proposals and amending contracts – you can only succeed if you focus on key activities, and fit the pebbles and sand in afterwards.  (more…)

We Won the Best Enterprise SaaS B2B Startup Award

It's clear that we're far better at building software than taking pictures

It’s clear that we’re far better at building software than taking pictures

Last night, Pipedrive won the Best Enterprise SaaS B2B Startup award at The Europas.

Needless to say (but we want to anyway), we couldn’t have done it without our great customers. Nor without such a strong team behind the product. So, thank you!

Congratulations to our friends at TransferWise, and to all the other winners and nominees.

How To Lose Better In Sales

Neil Patel quote

Like most salespeople, I made a whole lot of mistakes and got slapped around during my rookie years. I was taught a wise truth soon after – “70% of all the deals you’re working on should be winnable.”

By learning to mark deals lost earlier on in the sales process and on my own accord helped me spend more time on deals that were winnable and less on those that weren’t. Thus, I felt that the deals I got to spend time on were genuinely at least 70% winnable, keeping my sales pipeline clean and my sales velocity high.

Here are the 3 key things to learn about losing in sales:

1. Turn reactive losing, signalled by your prospect, into proactive losing based on your judgement of whether they fit in the 70% winnable category or not. This means shifting most of the losing from the end of the sales cycle towards the beginning.

2. Codify, standardize and review your lost reasons, and make your qualification criteria rock-solid. Every week, review all open deals as well as the lost deals from the previous week. Understand your losing and winning categories (on price, on product features, in a specific industry, or other) on-the-go and fine tune your tactics on a weekly basis by learning from this generated knowledge.

3. Know your ideal customer profile, and figure out how to get as many prospects who fit the profile into your pipeline. The ideal customer is one with whom you have the best possible strategic fit across the board – you have great product/need fit, buyer/seller behavior and cycle time fit, and budget/price fit.

Here’s a more thorough overview of the important things in losing. (more…)

What the French and Polish Can Teach Salespeople About Lunch

Daily productivity levels around the worldFinding out how salespeople work and what keeps them going is big part of our job as the developers of software that should help them sell better. Sometimes, this research brings interesting insights into the different habits of salespeople around the world. This exact situation happened just recently – we analyzed over 1 million anonymized sales activities that were recorded in Pipedrive, and one of the interesting insights we saw was that…


The way salespeople around the world eat lunch and how it affects their productivity is very different.

So here goes a side-by-side comparison of 8 countries’ lunch habits and productivity, diving head-first into data.


Join me in welcoming our new CEO

Steve Oriola Pipedrive CEOI’m pleased today to welcome Steve Oriola as our new CEO. Steve has 20 years of experience helping early stage tech companies like ours grow.

I’ll tell you more about Steve and his experience in a second but first let me tell you about what led to this decision.

It’s interesting because we weren’t really looking for a new CEO. And I wasn’t looking to fire myself from the CEO position any time soon. Our paths crossed with Steve some months ago, and it soon became clear to me on many levels that it’s good to have someone on the team who has handled the growing pains we have faced, are facing and will be facing. And what’s more, we all simply just clicked with Steve. (more…)