Mark Nietzel returns with the exact systems he used to lead his team to 110% of quota and earn a President’s Club trip to Barcelona. This episode is a tactical blueprint for pipeline accountability, deal progression, and how leaders can maximize the impact of onsites.
🎙 ACTIONABLE TAKEAWAYS:
- Use the Lightning Pipeline Review to pressure-test deals with binary yes/no answers on key criteria.
- Enforce weekly pipeline trackers so reps forecast and explain exactly how they’ll build and progress pipe.
- Role play every critical conversation—even if it’s five minutes before the call—to eliminate flubs.
- Prioritize onsite visits between discovery and proposal to accelerate cycles or revive stalled deals.
MARK NIETZEL’S PATH TO PRESIDENT’S CLUB:
- Commercial Sales Manager @ Procore
- Mid-Market Sales Manager @ Procore
- Senior Account Executive @ Procore
- Account Executive @ Procore
RESOURCES DISCUSSED:
