30 Minutes to President's Club | No-Nonsense Sales Lead Playbook: Fixing Your Pipeline Problem
28 snips
Jul 11, 2024 In this podcast, they discuss fixing pipeline problems by focusing on financial assumptions, dedicating time to prospecting named accounts, and analyzing inbound and outbound metrics. They emphasize the importance of balanced outreach strategies, optimizing MQL to SAL conversion, and effective structuring of outbound activities for AE teams.
AI Snips
Chapters
Transcript
Episode notes
Know Your Pipeline Assumptions
- Understand your financial plan's assumptions on pipeline channels to align sales accountability.
- Knowing the expected pipeline contributions helps manage and forecast sales efforts effectively.
Outbound Sales Doesn't Scale Alone
- At Pave, 70% of $6M ARR came from outbound with no marketing, relying on brute force calling.
- This model didn't scale as targets tripled from $6M to $20M, requiring pipeline diversification.
Aim for Balanced Pipeline Mix
- Aim for a healthy pipeline mix: 40% inbound, 40% SDR outbound, and 20% AE outbound.
- Adjust these proportions based on your company's financial plan and market strategy.