30 Minutes to President's Club | No-Nonsense Sales #295 - Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
20 snips
May 9, 2024 
Greg Baumann, Co-founder of Outreach, shares actionable leadership takeaways like focusing on 'first wins' with large accounts and leveraging alumni connections. The podcast also discusses strategies for enhancing customer relationships, securing initial wins in sales, and employing effective sales tactics like updating contacts regularly and utilizing tools for success.
AI Snips
Chapters
Transcript
Episode notes
Weekly Coaching Focus Areas
- Conduct weekly coaching focused on activity, strategic guidance, and call reviews to enhance seller performance.
- Provide clear expectations and support for effective selling techniques and deal progression.
Customer Intimacy Dashboard Use
- Use a customer intimacy dashboard to track last contact and next meetings to keep deals progressing.
- Intervene urgently if no contact has occurred in over two weeks to maintain relationship and forward momentum.
Manage Pipeline Next Steps
- Require reps to have binary, action-based next steps weekly to maintain urgency.
- If no response after two weeks, revise strategy; after three, consider the opportunity unviable and refocus.