Madkudu's analysis of sales velocity in 45,000 qualified leads across nine SaaS companies, using Clearbit's data, reveals that focusing on medium-sized deals, or "deer," can significantly enhance sales velocity despite the traditional emphasis on larger "elephants." The study highlights that although deer deals close only 10% faster than elephants, they have a threefold higher conversion rate, suggesting a substantial opportunity for increasing Monthly Recurring Revenue (MRR) by accelerating deer deals. The researchers recommend adopting strategies such as dedicated sales reps for deer, leveraging marketing automation, and identifying key buying signals to close these deals more efficiently. This approach can optimize sales processes by reducing the time to close deer deals, ultimately achieving comparable sales velocity to larger deals without the extended negotiation timelines.