In this episode of Selling SaaS, the focus is on the need for a renaissance in the mindset of VC firms when it comes to determining go-to-market strategies. Duane Dufault and Matt Green discuss the importance of boards getting more involved in analyzing deep-level analytics as well as the lack of education provided by accelerator and incubator groups on how to collect and analyze data. They highlight the gap in understanding how to analyze the go-to-market funnel and the significance of key metrics such as the MQL-to-customer ratio and the cost of acquisition per lead. This episode concludes with a real-life example of a company with a low lead-to-customer conversion rate. They also emphasize the idea that sales professionals need to always be prepared and continuously practice in order to perform at a high level. They argue that this mentality of continuous practice is lacking in many professional situations and that leaders should prioritize creating a coaching culture to encourage ongoing skill development.