Chris Vik, the Chief Revenue Officer at Leapwork, shares his insights on the dynamic world of pipeline generation in sales and recruiting. He debunks the myth that pipeline generation is dead, stressing the importance of leaders being actively involved with their teams. Chris emphasizes that recruiting should be a hands-on effort, advocating for leaders to build high-performing teams rather than outsourcing the process. Tune in to learn strategies for inspiring talent engagement even for lesser-known companies and the value of leading by example.
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volunteer_activism ADVICE
Effective Pipeline Generation
Pipeline generation (PG) isn't dead; it requires the right approach.
Leaders must commit to consistent effort, inspecting, inspiring, and engaging their teams weekly.
volunteer_activism ADVICE
Lead from the Front
Leaders should actively participate in pipeline generation alongside their teams ("get in the pit").
Leading by example helps reps understand the process, builds accountability, and identifies coaching opportunities.
question_answer ANECDOTE
Recruiting as a Team Sport
Chris Vik recounts his interview with John McMahon, where he was asked how he'd recruit people better than himself.
Vik emphasized the importance of recruiting as a team sport, involving other executives to showcase the company's strengths.
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In this short segment of the Revenue Builders Podcast, we revisit the discussion with Chris Vik, CRO at Leapwork, to discuss the critical role of pipeline generation (PG) in both sales and recruiting. Chris challenges the notion that PG is dead, emphasizing the relentless effort required from leaders to inspect, inspire, and engage their teams. He also highlights the importance of leaders taking ownership of recruitment rather than outsourcing it, ensuring they build high-performing teams. Tune in to learn why getting “in the pit” with your reps is essential and how to recruit top talent—even as a lesser-known company.
KEY TAKEAWAYS
[00:01:00] Pipeline Generation Isn't Dead – Leaders must commit to driving PG consistently. [00:02:00] The Role of Leaders in PG – Inspiring and supporting reps is critical to success. [00:02:30] Getting ‘In the Pit’ – Leading by example fosters accountability and growth [00:03:00] Recruiting as a Team Sport – Why leaders should be hands-on in hiring. [00:06:00] The Art of Recruiting Top Talent – Overcoming objections when hiring for a lesser-known company.
QUOTES
[00:01:00] “PG isn’t dead—you just have to do it the right way. [00:02:00] “Your job as a leader is to help people get unstuck.” [00:02:30] “If you're not in the pit with your reps, how can you coach them?” [00:06:00] “Recruiting is a team sport—don’t outsource your dream team.”
Revenue Builders