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Monday pipeline check

Jc Pollard shared his Monday morning routine to ensure every deal is on track and his week is strategically planned.

His 3-step workflow:

1. Next Steps

   • No next steps:

     ↳ Reevaluate the deal’s viability.

     ↳ Strategize to schedule a follow-up call.

   • With next steps:

     ↳ Send a value-add reminder to the prospect.

     ↳ Prepare thoroughly for upcoming actions (e.g., pilot docs).

2. Multi-threaded vs. single-threaded

   • Single-threaded deals:

     ↳ Engage more stakeholders within the account.

     ↳ Leverage champions to involve additional contacts.

   • Multi-threaded deals:

     ↳Keep all involved parties engaged.

     ↳ Ensure you’re interacting with the right decision-makers.

3. Do I have a champion?

   • Ask yourself:

     ↳ Has this person introduced you to key decision-makers?

     ↳ Can they clearly communicate our value?

     ↳ Will they advocate for you when you’re not present?

     ↳ Do they have a vested interest in closing the deal?

     ↳ Do they hold influence within their company?

   • If No: Build a stronger relationship or find a new champion.

Bonus step for EOM/EOQ:

• Close timeframe check:

  ↳ Ask if the deal can close within the desired timeframe.

  ↳ If No: Adjust the close date or schedule a call to discuss timing.

  ↳ If Yes: Identify remaining steps in their evaluation process.
  

Catching the right time to connect

Kat Shuchuk from 6sense explains how to stay on top of new opportunities when a buyer moves to a new company by using LinkedIn Sales Navigator effectively.

Here’s her step-by-step method to catch the right timing:

1. Export your customer list from your CRM as a CSV file.

2. Upload the list to LinkedIn Sales Navigator and create a new account list.

3. Set up a lead search: Use the “previous company” filter for customers, and “current company” filter for your target accounts.

4. Check the saved search daily for new hires who previously worked with your customers and just joined one of your target accounts.

5. Collaborate with your Customer Success Manager (CSM): Reach out to them to see if they had a relationship with the new hire and use that info to make your outreach personal.

Sample outreach:

“Hi [Name],

congrats on your new role at [Company]!

I noticed you used to work at [Previous Company], a great 6sense customer. I manage the relationship with [New Company] and wanted to introduce myself.

Would love to chat about how 6sense can help in your new role.

Let me know if you're interested, but no worries if you're still settling in!”

How this BDR generated $1.75M in pipeline

In The Outbound Kitchen Podcast (formerly known as SDR Game - Sales Development), David Sánchez, a Hybrid BDR/AE at Aircall, talks about how he became the top-performing BDR and created $1.75M in outbound-sourced pipeline:

1. Combine books and experience
   David used strategies from books like Challenger Sales and Predictable Revenue, blending them with real-world sales experience.

2. Focus on target accounts early
   In his first 60 days, David studied target accounts, analyzed friction points, and reviewed Salesforce reports to see what worked and what didn’t.

3. Attend demos
   David sat in on 90-95% of demos to learn how AEs presented the product, giving him a clear idea of how to position it.

4. Find the best market
   He found that Chile had higher conversion rates than Spain or Mexico, so he concentrated his efforts there. He believes Chileans negotiate like Europeans, which helped his success.

5. Use keywords to guide outreach
   David tracked trends in integrations and job titles to refine his outreach strategy and target the right prospects.

6. Limit accounts for better focus
   He learned from a senior BDR to focus on a limited number of accounts for enterprise deals, ensuring a more organized and effective approach.

7. Tailor outreach to buying triggers
   He created different strategies based on triggers like new funding or market expansion, especially in Latin America.

8. Track data with CRM tools
   David used CRM tools like Dealflow and Scuba BC to log alerts and monitor account activity, keeping his work organized.

9. Keep cold calls short
   He prefers Zoom for discovery calls and keeps cold calls brief—ideally under six minutes.

10. Focus on revenue impact
    When speaking with higher management, he talks about the revenue benefits of increased productivity, not just generic improvements.

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