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We all know that in order to be successful in sales you have to constantly build, and properly manage, your pipeline. But does everybody know what that means? More importantly perhaps, does everybody know HOW to build a pipeline?
Fast forward to 2021. Congrats! You have just started your new role at your new early-stage startup SaaS company. You made it through onboarding and sales training, you know your product, and you are ready to start hitting the phones…and here comes that magic phrase again “build pipeline.”
Uh oh…now what do you do?
Building pipeline early is two parts: Start the Foundation, and then Reverse Engineer the Build.
To Start the Foundation it does not involve much more than the actual action.
Yes, it’s that simple. Just start dialing. Or start emailing. Or start reaching out via LinkedIn.
Why do we have to overthink things so much? Just get started, and get into a rhythm. It is within this stage that we are understanding the process, and preparing the foundation of our pipeline.
Okay, maybe it’s a little bit more involved than that. How many dials? How many emails? How many messages via LinkedIn should you send per day? The correct answer is…more complicated than that.
This is where we are going to reverse engineer our pipeline strategy, and break it down into bite size consumable numbers. (And you will see why just getting started is so relevant.)
Start with your goals:
Do you want to dive deeper into the data and turn your pipeline into a math equation? Good.
The correct answer is – it doesn’t really matter. What matters are the results that come from those activities. What matters is:
I always figure I need to have 10 deals in the pipeline in order to guarantee myself one deal actually closing. But wait – isn’t that overkill and too many? Yeah, for sure…but why cut it so close?
Work on building pipeline so big it becomes too big to fail you.
Scott Leese has spent his entire career building and scaling sales orgs at SaaS companies, wrote a bestselling book “Addicted to the Process”, is currently the CEO/Founder of Scott Leese consulting and the Founder of the Surf and Sales Summit. You can find out more over on LinkedIn.
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