pipeline growth tips 🌱

Learn from Brian, Salman & Jacob

Author

Haris Halkic
June 07, 2024 • Reading Time: 6 minutes

pipeline growth tips 🌱

DailySales Newsletter

June 07, 2024

 

Hey, this is SalesDaily. It delivers sales insights like pouring coffee into your cup – strong, invigorating, and ready to get things done.

In today’s issue:

  • Brian LaManna: his prospecting system

  • Salman Mohiuddin: gain vs. pain

  • Jacob Karp: create a process for yourself

  • Jason Lemkin: everyone has to do more - even Salesforce

Brian’s prospecting system

Structure your day around generating new opportunities

Brian LaManna's "Plays of the Day" system helps salespeople effectively manage their time and prioritize important tasks.

Here's a detailed breakdown:

1. Review pipeline

  • Go through each opportunity one-by-one.

  • Ask, "What can I do to advance this deal today?"

  • Mark any actionable tasks.

  • Update CRM notes if any are missing.

2. Execute plays

  • Enter "attack mode" and complete all identified tasks (e.g., prepare for a call, send a case study, confirm a meeting).

  • Use "schedule send" for emails to hit inboxes at optimal times.

3. Time block

  • Plan your day intentionally with specific time blocks.

  • Focus on revenue-generating activities (e.g., sequence new accounts, take breaks, make 25 dials).

  • Avoid distractions like aimlessly scrolling LinkedIn or cruising Slack.

This system ensures your day is structured around what’s most important, helping you advance and build your pipeline efficiently.

Are you focusing on gain or pain?

Salman Mohiuddin advises focusing on the prospect's pain rather than potential gains in cold outreach. Pain is their current reality, while gains are hypothetical.

Example:

  • Gain-focused: "With [company], your agents can access all customer data in one place, boosting efficiency and satisfaction."

  • Pain-focused: "With [company], your agents won't struggle with multiple apps for patient data, reducing abandoned calls and poor experiences."

Pain resonates more and makes your message more impactful.

Create a process for yourself

Jacob Karp emphasizes that generating an initial pipeline is the hardest yet most crucial part of closing deals. Without a pipeline, there's nothing to qualify, discover, or close.

To improve pipeline generation, he recommends creating a repeatable process:

1. Rank accounts.

2. Focus on the top 20-30% with high buying intent.

3. Research these accounts deeply.

4. Formulate a point of view on how to help.

5. Develop targeted messaging.

6. Engage 15-20 key people in each account using multiple channels.

7. Enable partners to communicate your POV.

8. Evaluate and adjust.

Remember: without a pipeline, you have no deals to close.

TO-GO

Josh Roth argues that despite claims of "outbound is dying," it's more nuanced. Current pipeline efficiency is down, with win rates around 17%. Abandoning outbound increases risk, so diversifying with in-person events, community engagement, and dark social is crucial.

Michael Hanson notes a decline in SDRs over the past 18 months and predicts experienced professionals will take on SDR roles. Buyers prefer knowledgeable experts over inexperienced sellers. He emphasizes the need for young SDRs to shadow top salespeople and stay informed. The trend of hiring untrained college graduates is ending.

Ashleigh Early suggests three actionable tips for warming up your pipeline: reconnect casually with former clients, try new channels like events and social media, and focus on hard work and innovation over easy wins.

Jason Lemkin points out that Salesforce now requires 50% more pipeline to meet targets due to longer sales cycles and smaller deals. This means they need 3x pipeline coverage instead of the previous 2x to achieve the same results, demanding more effort in the current market.

MORE TIPS

Benjamin D. How do you create a great 30-second cold call pitch?

Tyler Hickey: Cold calling is a zero-risk activity.

Cipriano Martins: Have a reason for the call

Troy Munson: Here is every channel I use for prospecting and how I use them

QUOTE OF THE DAY

❝

"Without the pipeline you have nothing."

Jacob Karp

PODCASTS

Mastering Outbound Sales: Strategies for B2B SaaS Success

This episode of the Sales Development Podcast, hosted by David Dulany and featuring expert guest Mark Colgan, delves into the intricate world of outbound sales strategies for B2B SaaS companies. 

MEME

Don’t be that guy 😂

@corporate.bro

No one sounds more important than a Tech Bro describing their job. #BroYoureAnSDR #TechBro #SalesBro #comedy #Date #valentinesday

P.S. Look out for next week's issues on staying on course after a bad week, cold calling tips, and getting referrals. Enjoy your weekend!

P.P.S. Check out my LinkedIn posts this weekend if you have time - I will share in detail how to went from 4k to 25k followers in 6 months.

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