{"id":20317,"date":"2022-03-11T14:23:36","date_gmt":"2022-03-11T14:23:36","guid":{"rendered":"https:\/\/www.engagebay.com\/blog\/?p=20317"},"modified":"2026-05-05T13:26:11","modified_gmt":"2026-05-05T13:26:11","slug":"sales-velocity","status":"publish","type":"post","link":"https:\/\/www.engagebay.com\/blog\/sales-velocity\/","title":{"rendered":"What is Sales Velocity and How Do You Measure this Metric?"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Every single thing that moves has velocity. Cars, trains, rockets, airplanes, and even the <\/span><b>speed of leads moving through your <\/b><a href=\"https:\/\/www.engagebay.com\/crm\/sales-pipeline\"><b>sales pipeline<\/b><\/a><b> have velocity<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When it comes to selling, knowing your sales velocity is important. And in this post, we will uncover the A to Z info of what you need to know about <\/span><b>sales velocity<\/b><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are the topics we will discuss today:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What sales velocity is<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The sales velocity formula<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Variables for calculating sales velocity<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Customer segmentation in sales velocity<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why sales velocity is an important metric<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">5 factors that cause slow sales velocity<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Best practices for calculating sales velocity<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Strategies for increasing your sales pipeline velocity<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Let\u2019s jump right in.<\/span><\/p>\n<p><span style=\"font-weight: 400;\"><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_74 ez-toc-wrap-left counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#What_is_Sales_Velocity\" >What is Sales Velocity?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#The_Sales_Velocity_Formula\" >The Sales Velocity Formula<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Variables_for_Calculating_Sales_Velocity\" >Variables for Calculating Sales Velocity<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#1_Number_of_Opportunities\" >1. Number of Opportunities<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#2_Win_Rate\" >2. Win Rate<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#3_Average_Deal_Value\" >3. Average Deal Value<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#4_Length_of_Sales_Cycle\" >4. Length of Sales Cycle<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Customer_Segmentation_in_Sales_Velocity\" >Customer Segmentation in Sales Velocity<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Why_Sales_Velocity_is_an_Important_Metric\" >Why Sales Velocity is an Important Metric<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Gauging_Your_Business_Health\" >Gauging Your Business Health<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Forecasting_Revenue\" >Forecasting Revenue<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Evaluating_Your_Sales_Teams_Effectiveness\" >Evaluating Your Sales Team\u2019s Effectiveness<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#5_Factors_That_Cause_Slow_Sales_Velocity\" >5 Factors That Cause Slow Sales Velocity<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#1_Poor-quality_Leads\" >1. Poor-quality Leads<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#2_Wrong_Closing_Technique\" >2. Wrong Closing Technique&nbsp;<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#3_Investing_in_the_Wrong_CRM\" >3. Investing in the Wrong CRM<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#4_Low_Product_Knowledge\" >4. Low Product Knowledge&nbsp;<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#5_Drawn-out_Procurement_Process\" >5. Drawn-out Procurement Process<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Best_Practices_For_Calculating_Sales_Velocity\" >Best Practices For Calculating Sales Velocity<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-20\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#1_Stay_Consistent\" >1. Stay Consistent&nbsp;<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-21\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#2_Extend_Your_Analysis_Period\" >2. Extend Your Analysis Period<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-22\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#3_Tackle_Sales_Effectiveness\" >3. Tackle Sales Effectiveness&nbsp;<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-23\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Strategies_for_Increasing_Your_Sales_Pipeline_Velocity\" >Strategies for Increasing Your Sales Pipeline Velocity<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-24\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#1_Increase_the_Number_of_Qualified_Opportunities\" >1. Increase the Number of Qualified Opportunities&nbsp;<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-25\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#2_Improve_Your_Win_Rates\" >2.&nbsp;Improve Your Win Rates<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-26\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#3_Optimize_Your_Average_Deal_Size\" >3. Optimize Your Average Deal Size<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-27\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#4_Shorten_Your_Sales_Cycle\" >4. Shorten Your Sales Cycle<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-28\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#5_Adopt_Employee_Advocacy\" >5. Adopt Employee Advocacy<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-29\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#6_Sales_partnerships\" >6. Sales partnerships<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-30\" href=\"https:\/\/www.engagebay.com\/blog\/sales-velocity\/#Wrapping_Up\" >Wrapping Up<\/a><\/li><\/ul><\/nav><\/div>\n<\/span><\/p>\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            console.log('EhForms.loadForms() called successfully.');\r\n                        } else {\r\n                            setTimeout(checkAndLoad, interval);\r\n                        }\r\n                    };\r\n                    checkAndLoad();\r\n                }\r\n                \/\/ Call the function\r\n                waitForEhForms();\r\n            <\/script>\r\n        <div class='engage-hub-form-embed' id='eh_form_5161654467690496' data-id='5161654467690496'><\/div>\n<h2><span class=\"ez-toc-section\" id=\"What_is_Sales_Velocity\"><\/span>What is Sales Velocity?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Sales velocity is a measure of how fast <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/b2b-sales-leads\/\"><span style=\"font-weight: 400;\">sales leads<\/span><\/a><span style=\"font-weight: 400;\"> move through your sales pipeline, get closed, and generate revenue for your business. That aside, sales velocity also shows:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Loopholes your sales team can fix to attract and close more <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-opportunities\/\"><span style=\"font-weight: 400;\">sales opportunities<\/span><\/a><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How healthy your business is in meeting its revenue goals<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How effective your sales team is<\/span><\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"The_Sales_Velocity_Formula\"><\/span>The Sales Velocity Formula<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">The sales velocity formula relies on four parameters:&nbsp;<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Number of opportunities<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Average deal value<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Win rate<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Length of the sales cycle<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Each parameter will vary depending on the market segment you\u2019re dealing with. Therefore, it\u2019s best to have different sales velocity targets for your small, mid-market, and enterprise customer segments<span style=\"font-size: 16px; font-weight: 400;\">.&nbsp;<\/span><\/span><\/p>\n<figure id=\"attachment_20369\" aria-describedby=\"caption-attachment-20369\" style=\"width: 1000px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"wp-image-20369 size-full\" style=\"font-style: inherit;\" src=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-velocity-1.png\" alt=\"sales velocity formula\" width=\"1000\" height=\"600\" srcset=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-velocity-1.png 1000w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-velocity-1-300x180.png 300w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-velocity-1-768x461.png 768w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-velocity-1-595xh.png 595w\" sizes=\"(max-width: 1000px) 100vw, 1000px\" \/><figcaption id=\"caption-attachment-20369\" class=\"wp-caption-text\"><em>EngageBay media<\/em><\/figcaption><\/figure>\n<h2><span class=\"ez-toc-section\" id=\"Variables_for_Calculating_Sales_Velocity\"><\/span>Variables for Calculating Sales Velocity<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Here are some of the most important variables you&#8217;ll need to measure your business&#8217; sales velocity.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_Number_of_Opportunities\"><\/span>1. Number of Opportunities<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The number of opportunities you have depends on how many leads you acquire from your marketing, referral, lead nurturing, and partner sales networks. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s vital that these leads are qualified irrespective of the source. Having a sales pipeline that\u2019s clogged with bad leads will make closing a hassle and your revenue goals could take a hit.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"2_Win_Rate\"><\/span>2. Win Rate<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The win rate is directly related to your lead quality within a period. And calculating your win rate is simple. Simply identify the number of won sales opportunities and divide that by your total number of sales opportunities.&nbsp;<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"3_Average_Deal_Value\"><\/span>3. Average Deal Value<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The average deal value is the average price of closed deals within a specific time. This is also called the Average Purchase Value or Average Customer Lifetime Value.&nbsp;<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"4_Length_of_Sales_Cycle\"><\/span>4. Length of Sales Cycle<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The length of your sales cycle is the period it takes to close a single deal. Having short sales cycles means you have a quality lead pipeline, spend more time closing deals and increase your bottom line.<\/span><\/p>\n<blockquote><p><a class=\"fasc-button fasc-size-large fasc-type-flat fasc-rounded-medium ico-fa fasc-ico-before fa-arrow-circle-right\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/sales-volume\/\">Read also: What Is Sales Volume? 8 Strategies to Boost Your Revenue<\/a><\/p><\/blockquote>\n<h2><span class=\"ez-toc-section\" id=\"Customer_Segmentation_in_Sales_Velocity\"><\/span>Customer Segmentation in Sales Velocity<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Calculating sales velocity by broadly looking at customer segments (small, mid-market, and enterprise) is a good start, but not a great one. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Why? Because you\u2019ll lose sight of a crucial lever that determines the speed of leads movement in your sales pipeline.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And that lever is <\/span><b>customer segmentation.<\/b><\/p>\n<p><span style=\"font-weight: 400;\">Think of customer segmentation this way:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You are the Head of Sales in a B2B company with numerous customers. You have many sales reps closing small, medium, and large deals. Great. Nowm the next step isn\u2019t to calculate your sales velocity based on the leads&#8217; closed data. Rather, you should drill down on the existing data.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Check out your best-performing customer segments based on their industry, location, the sales rep who closed them, and more. Getting this data enables you to direct your team&#8217;s effort and resources into the segments that can help you hit your sales quota quickly.&nbsp;&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Plus, drilling down on the data allows you to identify customer segments with the least or average closing potential. With these insights, you can find ways to optimize your sales funnel and further improve your bottom line.<\/span><\/p>\n<blockquote><p><a class=\"fasc-button fasc-size-large fasc-type-flat fasc-rounded-medium\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/what-is-audience-segmentation\/\">Read also: What is Audience Segmentation in Marketing?<\/a><\/p><\/blockquote>\n<h2><span class=\"ez-toc-section\" id=\"Why_Sales_Velocity_is_an_Important_Metric\"><\/span>Why Sales Velocity is an Important Metric<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Sales velocity plays an immense role in the overall success of your <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-process\/\"><span style=\"font-weight: 400;\">sales processes<\/span><\/a><span style=\"font-weight: 400;\">. It gives you clear insight into the current position of your business, your sales team\u2019s effectiveness, and how close you\u2019re to your revenue goals.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s dig into some reasons why sales velocity is an important metric.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Gauging_Your_Business_Health\"><\/span>Gauging Your Business Health<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Understanding how fast <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-opportunities\/\"><span style=\"font-weight: 400;\">sales opportunities<\/span><\/a><span style=\"font-weight: 400;\"> convert into closed-won deals can help you evaluate your business&#8217;s ability to succeed. Let\u2019s say your team had a sales velocity of $120 per day last month. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">This month, you improve your processes to close more deals at $250 per day. A higher sales velocity means you\u2019re bringing in more revenue in less time. This reflects the growth potential of your company.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Forecasting_Revenue\"><\/span>Forecasting Revenue<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Tracking sales velocity lets you <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-forecasting-tools\"><span style=\"font-weight: 400;\">forecast your revenue<\/span><\/a><span style=\"font-weight: 400;\"> for specific periods more accurately. If you have a quota of $9,000 monthly but a sales velocity of $250 daily, you know right away you&#8217;re short by $1,500. <\/span><span style=\"font-weight: 400;\">This insight helps you to re-adjust your<\/span> <a href=\"https:\/\/www.engagebay.com\/blog\/sales-strategy\/\"><span style=\"font-weight: 400;\">sales strategy<\/span><\/a><span style=\"font-weight: 400;\"> to hit your goals.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Evaluating_Your_Sales_Teams_Effectiveness\"><\/span>Evaluating Your Sales Team\u2019s Effectiveness<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Is your sales team struggling to bring in results? Monitoring your sales velocity allows you to assess weak links in your processes, team members, or even individual reps. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s assume that your team\u2019s leads and average deal size look good but your conversions are low, it could mean two things; you either have many low-quality prospects or your closing strategy isn\u2019t at its best. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Breaking win rates down by individual reps could help you identify underperformers.<\/span><\/p>\n<p><em><img decoding=\"async\" class=\"emoji\" role=\"img\" draggable=\"false\" src=\"https:\/\/s.w.org\/images\/core\/emoji\/14.0.0\/svg\/1f449.svg\" alt=\"\ud83d\udc49\">Discover the most effective sales page examples that will transform your conversion rates in our <a href=\"https:\/\/www.engagebay.com\/blog\/sales-page\/\" data-wpel-link=\"internal\">detailed article<\/a>! <img decoding=\"async\" class=\"emoji\" role=\"img\" draggable=\"false\" src=\"https:\/\/s.w.org\/images\/core\/emoji\/14.0.0\/svg\/1f4c8.svg\" alt=\"\ud83d\udcc8\"><\/em><\/p>\n<h2><span class=\"ez-toc-section\" id=\"5_Factors_That_Cause_Slow_Sales_Velocity\"><\/span>5 Factors That Cause Slow Sales Velocity<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">There are several reasons \u200cwhy your sales velocity could be slow. Here are 5 of them:<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_Poor-quality_Leads\"><\/span>1. Poor-quality Leads<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">This is the most common sales velocity bottleneck. In fact, <\/span><span style=\"font-weight: 400;\">research by Sales Insights Lab<\/span><span style=\"font-weight: 400;\"> found that 50% of all prospects are bad fits. How is that possible?&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For one, if your prospects don&#8217;t have the budget for your solutions, there&#8217;s less likelihood of closing them at all, much less fast. Trying to close leads who aren\u2019t ready to buy yields similar results as well.<\/span><\/p>\n<p><a href=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-statistics-reasons-deals-fail.webp\"><img decoding=\"async\" class=\"wp-image-20343 size-full\" src=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-statistics-reasons-deals-fail.webp\" alt=\"sales statistics on why deals fall apart\" width=\"721\" height=\"421\" srcset=\"https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-statistics-reasons-deals-fail.webp 721w, https:\/\/www.engagebay.com\/blog\/wp-content\/uploads\/2022\/03\/sales-statistics-reasons-deals-fail-300x175.webp 300w\" sizes=\"(max-width: 721px) 100vw, 721px\" \/><\/a><\/p>\n<p><span style=\"font-weight: 400;\">Unqualified opportunities can also be individuals with low decision-making power. This is especially common in B2B, where a <\/span><a href=\"https:\/\/www.gartner.com\/en\/sales\/insights\/b2b-buying-journey\"><span style=\"font-weight: 400;\">purchase could involve 6-10 decision-makers<\/span><\/a><span style=\"font-weight: 400;\">. If your prospect has little to no power to commit, sealing deals quickly will be an uphill battle.<\/span><\/p>\n<blockquote><p><a class=\"fasc-button fasc-size-large fasc-type-flat fasc-rounded-medium\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/marketing-qualified-leads\/\">Read also: Everything You Need to Know About Marketing Qualified Leads<\/a><\/p><\/blockquote>\n<h3><span class=\"ez-toc-section\" id=\"2_Wrong_Closing_Technique\"><\/span>2. Wrong Closing Technique<span style=\"font-weight: 400;\">&nbsp;<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Closing deals is the endgame of all <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-engagement\/\"><span style=\"font-weight: 400;\">sales engagements<\/span><\/a><span style=\"font-weight: 400;\">. The right words can get you to the finish line and the wrong ones could cripple the sale. Common closing mistakes include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>Hard closing<\/b><span style=\"font-weight: 400;\">: These are the \u2018take-it-or-leave-it\u2019 and \u2018yes or no\u2019 techniques that pressure prospects into closing when they&#8217;re not ready. This closing technique requires an immediate response from the prospect.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>No personal connection<\/b><span style=\"font-weight: 400;\">: This happens when sales reps are pushy, overly friendly, or have contrasting communication styles with the buyer.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Self-centeredness<\/b><span style=\"font-weight: 400;\">: <\/span><span style=\"font-weight: 400;\">Do your salespeople focus solely on revenue? Or do they tailor your solutions towards the exact needs of prospects? Opportunities can&#8217;t convert to sales if you aren&#8217;t 100% dedicated to helping buyers achieve their goals.<\/span><span style=\"font-weight: 400;\">&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Ignoring sales objections<\/b><span style=\"font-weight: 400;\">: <\/span><span style=\"font-weight: 400;\">What are the stiff buyer objections that can cause friction in the sale? How do you resolve them? Do you share customer success stories to empower prospects?<\/span><span style=\"font-weight: 400;\">&nbsp;&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>No sense of urgency<\/b><span style=\"font-weight: 400;\">: <\/span><span style=\"font-weight: 400;\">Used right, creating a sense of urgency could help qualified prospects understand why they should act immediately.<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"3_Investing_in_the_Wrong_CRM\"><\/span>3. Investing in the Wrong CRM<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The ideal <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-crm\/\"><span style=\"font-weight: 400;\">sales CRM<\/span><\/a><span style=\"font-weight: 400;\"> software should fit your unique sales processes. If your CRM allows you to capture leads, centralize communications, but has no advanced deals tracking tool, then that\u2019s a problem. That lapse may affect your ability to make informed decisions. The software should also be able to integrate with your other tools either natively or through APIs.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Finally, if your CRM is complex, your sales team may waste precious time learning to use the software rather than converting opportunities. The result? Snail-like sales velocity.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"4_Low_Product_Knowledge\"><\/span>4. Low Product Knowledge<span style=\"font-weight: 400;\">&nbsp;<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">How well can you sell something you don\u2019t fully understand? The likeliest answer is\u2014not well enough.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When sales reps don&#8217;t know enough about your offerings, they may not understand its benefits. Neither can they confidently communicate its value to buyers or counter objections. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">In other words, you&#8217;d spend more effort (and lots of time) moving such leads through your pipeline.&nbsp;<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"5_Drawn-out_Procurement_Process\"><\/span>5. Drawn-out Procurement Process<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Besides having multiple decision-makers, most companies have a formal purchasing process that can run into months. They may require an internal weeks-long legal review before sealing deals. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Or they may need to consider a specific number of vendors before deciding. When your pipeline is filled with this group of prospects, it could cause a much slower sales pipeline velocity.<\/span><\/p>\n<blockquote><p><a class=\"fasc-button fasc-size-large fasc-type-flat fasc-rounded-medium\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/cycle-time-vs-lead-time\/\">Read also: Cycle Time vs Lead Time: Definitions, Differences, and FAQs<\/a><\/p><\/blockquote>\n<h2><span class=\"ez-toc-section\" id=\"Best_Practices_For_Calculating_Sales_Velocity\"><\/span>Best Practices For Calculating Sales Velocity<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Let&#8217;s look at some proven tips that can help you measure your sales velocity.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"1_Stay_Consistent\"><\/span>1. Stay Consistent<span style=\"font-weight: 400;\">&nbsp;<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Before measuring sales velocity, define your variables or criteria and keep them consistent. Making frequent changes could skew your results, affecting your ability to compare results against previous quarters (or years) accurately.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Some questions to mull over when calculating sales velocity include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">At what point do I consider a potential customer a qualified lead?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What marks the start of a sales cycle?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How do I measure average deal size, factoring in high-value contracts and low-value deals?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Am I segmenting by location, industry, deal size, or other parameters?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What should I consider a win?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Should I measure across data points like renewals, new deals, and quick upsells?<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"2_Extend_Your_Analysis_Period\"><\/span>2. Extend Your Analysis Period<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Lengthening the time you measure sales velocity allows you to get more data; and consequently, more accurate results. Why? Longer periods take into account peak times, lows, or even seasonal trends. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">You&#8217;ll be able to benchmark performance against previous years to understand the impact of strategies you&#8217;ve implemented. Aim for at least a quarter to a year.&nbsp;<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"3_Tackle_Sales_Effectiveness\"><\/span>3. Tackle Sales Effectiveness<span style=\"font-weight: 400;\">&nbsp;<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Does your sales velocity point to a low sales effectiveness? Work on improving the levers that directly impact your team&#8217;s ability to close more deals. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">This includes your win rates, average deal size, and the number of opportunities.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The only variable you don&#8217;t want to increase is your sales cycle because it would slow down your sales velocity. You can plan for a longer sales cycle for starters and then analyze ways to shorten it.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Strategies_for_Increasing_Your_Sales_Pipeline_Velocity\"><\/span>Strategies for Increasing Your Sales Pipeline Velocity<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Now that you understand the best practices for calculating sales velocity, it&#8217;s time to talk about optimizing it. The variables we mentioned earlier directly influence how fast you move leads through your <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-pipeline-stages\/\"><span style=\"font-weight: 400;\">sales pipeline stages<\/span><\/a><span style=\"font-weight: 400;\">. Improving them will boost your sales velocity.&nbsp;<\/span><\/p>\n<blockquote><p><a class=\"fasc-button fasc-size-large fasc-type-flat fasc-rounded-medium\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/what-is-a-sales-pipeline\/\">Read also: What is a Sales Pipeline? [8 Tips on How to Build and Manage it]<\/a><\/p><\/blockquote>\n<h3><span class=\"ez-toc-section\" id=\"1_Increase_the_Number_of_Qualified_Opportunities\"><\/span>1. Increase the Number of Qualified Opportunities<span style=\"font-weight: 400;\">&nbsp;<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Chasing all sales opportunities that show up seems like a good idea. But if your pipeline is bloated with bad leads, you risk wasting time and other resources with no comparable outcome to show. Instead, prioritize high-quality leads that are likely to close faster. Here&#8217;s how to optimize your sales opportunities:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Map out the ideal customer profile to target during <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-prospecting\/\"><span style=\"font-weight: 400;\">sales prospecting<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Create well-defined criteria for qualifying leads. Explore lead qualification frameworks like BANT, GPCTBA\/C&amp;I, and FAINT.&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Use <a href=\"https:\/\/www.engagebay.com\/blog\/buyer-intent\/\">buyer intent<\/a> data to rank prospects based on their likelihood to convert.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Set up automated workflows with <\/span><a href=\"https:\/\/www.engagebay.com\/blog\/sales-tools\/\"><span style=\"font-weight: 400;\">sales tools<\/span><\/a><span style=\"font-weight: 400;\"> to effectively convert leads to opportunities.<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"2_Improve_Your_Win_Rates\"><\/span>2.&nbsp;Improve Your Win Rates<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The faster you close deals, the better your sales velocity. But if your prospects aren&#8217;t buying, the culprit might be your sales processes. Here&#8217;s what to do:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Reach out to prospects that have decision-making powers<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Fine-tune your initial sales discovery. Dig deep to understand your buyer&#8217;s pain points, objections, motivations, and how to align their needs with the solutions you offer.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Respond faster to opportunities before they go cold.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Clarify the next steps qualified prospects should take.<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"3_Optimize_Your_Average_Deal_Size\"><\/span>3. Optimize Your Average Deal Size<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">An obvious solution to boost your average deal size is to drive up prices. But it could backfire. Why?&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If your company has a defined pricing structure, raising prices without a commensurate value is a fast way to lose customers. Even if such value exists, most customers may switch to alternatives that offer similar benefits. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Therefore, ensure that every additional benefit you offer sets you apart.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can also drive up your average deal size by<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>Identifying cross-selling and upselling opportunities<\/b><span style=\"font-weight: 400;\">: The idea is to recommend add-ons or solutions that provide real value to the prospect, resulting in saved time, more revenue, or eliminating a pressing need. <\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Staying strategic<\/b><span style=\"font-weight: 400;\">. Are you prioritizing volume\u2014smaller, faster deals? Or large accounts\u2014slow, bigger-value contracts? Or mid-market deals that offer quick closing and fair value? Weigh your options carefully and identify combinations that work best for you.<\/span><\/li>\n<\/ul>\n<blockquote><p><a class=\"fasc-button fasc-size-large fasc-type-flat fasc-rounded-medium\" style=\"background-color: #33809e; color: #ffffff;\" target=\"_blank\" rel=\"noopener\" href=\"https:\/\/www.engagebay.com\/blog\/cross-sell\/\">Read also: Cross-Selling Guide For Beginners (With Examples &amp; Strategy)<\/a><\/p><\/blockquote>\n<h3><span class=\"ez-toc-section\" id=\"4_Shorten_Your_Sales_Cycle\"><\/span>4. Shorten Your Sales Cycle<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If you&#8217;re serving businesses across small, mid-market, or enterprise levels, their closing time will differ. The longer it takes, the slower your sales velocity. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Thus, the first step to shorten your sales cycle is to understand your buyers&#8217; purchasing processes and how long it takes to sell to them.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Other tips that can help you fasten your closing time include:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Addressing buyers&#8217; objections swiftly.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Providing relevant content (guides, product descriptions, blogs) and self-service options.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Automating repetitive tasks such as lead scoring, followups, drip campaigns, etc.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Offering free trials or time-sensitive offers to induce fast action.&nbsp;<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"5_Adopt_Employee_Advocacy\"><\/span>5. Adopt Employee Advocacy<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Employee advocacy is simply the promotion of the organization where an individual works. In today\u2019s sales world, the cheapest way to become a strong employee advocate that attracts your ideal prospects is by going all-in on social media.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Now if you\u2019re in B2B, the best social media platform for employee advocacy will be LinkedIn. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Why? Lots of <\/span><a href=\"https:\/\/foundationinc.co\/lab\/b2b-marketing-linkedin-stats\/\"><span style=\"font-weight: 400;\">LinkedIn statistics<\/span><\/a><span style=\"font-weight: 400;\"> show that it\u2019s the preferred platform for professionals across several industries. And there are results to show for this.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For instance, Dreamdata, a B2B revenue attribution platform used LinkedIn to run an <\/span><span style=\"font-weight: 400;\">employee advocacy program<\/span><span style=\"font-weight: 400;\">. The result?<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Better-fit prospects<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">More deals<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">More mindshare<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">More brand awareness<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Plus, there is huge cost-saving since the alternative to consistent employee advocacy will be more money spent on LinkedIn ads.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"6_Sales_partnerships\"><\/span>6. Sales partnerships<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">One of the roadblocks to high sales velocity is when sales reps focus on activities that do not move the needle. <a href=\"https:\/\/www.engagebay.com\/blog\/cold-calling-tips\/\">Cold calls<\/a>, cold emails, and spammy outreaches are some of them. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">What if you could forget about all that and get only the best-fit prospects without doing all the hard work? Enter sales partnership.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sales partnership<\/span><span style=\"font-weight: 400;\"> is a great way to improve your sales velocity because you reduce the chance of having bad leads. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">This strategy works (especially in B2B) because you\u2019ll be providing complimentary products that fit into your prospect\u2019s tech stack.&nbsp;<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Wrapping_Up\"><\/span>Wrapping Up<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Having a full pipeline is only half the battle. Understanding what levers to optimize to close those opportunities faster sets you on the right track to success. And that&#8217;s an insight sales velocity provides.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Calculate your sales velocity accurately using this guide, and follow the strategies to improve it. To scale the process, implement a robust <a href=\"https:\/\/www.engagebay.com\/products\/crm\">CRM system<\/a> like EngageBay that allows you to win at every step of the way; from nurturing leads to tracking deals in your pipeline. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Over <a href=\"https:\/\/sourceforge.net\/software\/product\/EngageBay\/\">46,000 customers<\/a> love EngageBay. If you&#8217;d like to know why, just <\/span><a href=\"https:\/\/www.engagebay.com\/?amp=1\"><span style=\"font-weight: 400;\">sign up<\/span><\/a><span style=\"font-weight: 400;\"> for free.<\/span><\/p>\n\r\n            <script>\r\n                var EhAPI = EhAPI || {}; \r\n                EhAPI.after_load = function() {\r\n                    EhAPI.set_account('ktb76s1540fl2hnhbqnrtd2npb', 'our');\r\n                    EhAPI.execute('rules');\r\n                };\r\n                (function(d, s, f) {\r\n                    var sc = document.createElement(s);\r\n                    sc.type = 'text\/javascript';\r\n                    sc.async = true;\r\n                    sc.src = f;\r\n                    var m = document.getElementsByTagName(s)[0];\r\n                    m.parentNode.insertBefore(sc, m);   \r\n                })(document, 'script', '\/\/d2p078bqz5urf7.cloudfront.net\/jsapi\/ehform.js');\r\n            <\/script>\r\n            <script>\r\n                function waitForEhForms() {\r\n                    const interval = 100; \/\/ Check every 100ms\r\n                    const checkAndLoad = () => {\r\n                        const params = new URLSearchParams(window.location.search);\r\n                        const elementorPreviewParam = params.get('elementor-preview');\r\n                        if (elementorPreviewParam && typeof EhForms !== 'undefined' && typeof EhForms.loadForms === 'function') {\r\n                            EhForms.loadForms();\r\n                            console.log('EhForms.loadForms() called successfully.');\r\n                        } else {\r\n                            setTimeout(checkAndLoad, interval);\r\n                        }\r\n                    };\r\n                    checkAndLoad();\r\n                }\r\n                \/\/ Call the function\r\n                waitForEhForms();\r\n            <\/script>\r\n        <div class='engage-hub-form-embed' id='eh_form_5161654467690496' data-id='5161654467690496'><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Every single thing that moves has velocity. 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