Mastering Yo-Yo Selling and Pipeline Management Techniques

FOUR ACTIONABLE TAKEAWAYS

1. Create a Not-To-Do List: Identify low-value tasks to eliminate instead of just adding more effort. Free up time for strategic activities like prospecting and closing.
2. Prioritize RGAs: Focus only on activities that create new pipeline or advance existing deals. Everything else is a distraction.
3. Enterprise Deal Timeline: Q1 is for building a POV and landing initial meetings. Q2 is for discovery and securing an executive sponsor. Q3 is for proposal, negotiation, and procurement. Q4 is for closing.
4. Rule of 100 for Enterprise Outreach: Target the top 20% of accounts with high potential. Reach out to 10 executives with at least 10 touches each—totaling 100 strategic touchpoints per account.

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