Strategies for Diagnosing Pipeline Issues and Enhancing Prospecting

ACTIONABLE TAKEAWAYS

• Empower your reps with a clear discount menu, outlining what’s approved for negotiations. Include things like signing during the trial, committing to case studies, or G2 reviews to speed up late-stage deals.
• Before taking over a team or segment, review call recordings and data like sales cycle length and ACV to identify where you can have the biggest impact.
• Assess the spacing between sales calls and find opportunities to consolidate steps or reduce gaps to shorten the sales cycle.
• Introduce a structured proof of concept (POC) with three defined calls over 14 days, dictating trial activities and clear exit criteria for smoother decision-making.

CHRIS' PATH TO PRESIDENTS CLUB

• Head of Commercial @ Common Room
• Vice President of Sales @ Metadata
• Head of Sales @ Metadata
• Sr. Account Executive @ Metadata

RESOURCES DISCUSSED

• Things you can steal
• Join our weekly newsletter