In this episode of the "Get More at Bats" podcast, host Jamie and Amar discuss the topic of pipeline generation and the challenges faced by salespeople in maintaining a healthy pipeline. They highlight the tendency of salespeople to cling to fake or unqualified opportunities in their pipeline due to pressure and the need to show activity. The hosts provide insights from their experience training account executives and share a data point from Clary that reveals a high percentage of opportunities in the pipeline that have had no email communication for weeks. They explore the reasons behind this behavior and the negative impact it has on both salespeople and organizations.
Key themes discussed in this episode include the pressure on salespeople to meet pipeline coverage targets, the importance of understanding pipeline conversion rates, the concept of neutral accounts the need to let go of dormant opportunities, and the role of incentives in shaping sales behaviors. The hosts emphasize the need for salespeople to develop effective prospecting skills and for companies to provide structured processes for account-based sellers to navigate the entire sales cycle.
Key Takeaways:
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