Outreach’s Post

There are three key questions that you must ask every time you calculate or review pipeline math to maximize the value of your pipeline, efficiency, and wins.

Incoming data on your pipeline opportunities? Capture everything where it belongs. When items hit your email inbox, import them directly to your Datasite Pipeline project. You can also add contacts, create activities, and set reminders – all without leaving Outlook. https://lnkd.in/giUA_AzU #M&A #Pipeline

What signals should reps take action on? To me, the answer is simple: those that hit an outbound → meeting booked conversion bar (which generally tends to be around ~3-5%) Here’s how to get to the bottom of that metric. tl;dr: I created a calculator to do ☝️ here 👇 https://lnkd.in/gzrJBaxh ⏳ Grok the constraint(s) There’s only so much time in a day a rep can spend on pipe-generating activities. As such, our core constraint to this equation is the number of accounts/contacts a rep can genuinely sequence (and I use the word “genuinely” intentionally because it should require some thought and care) in a given time period. Constraint metric to uncover = AVG ACCOUNTS SEQUENCED PER [TIME PERIOD] 🎯 Define your targets Next, we’ll need the top-of-funnel targets of our GTM model. This is usually a pipeline number (e.g., $200k in pipe generated a month) or an opportunity quota (e.g., 8 stage-two opportunities generated a month). And, if you know your ACV value or average initial pipe value, you can use it to calculate either with a little division or multiplication. ↳ Pipeline target = $200k ↳ Opportunity target = 8 ↳ ACV or initial pipe avg = $25k ($200k / 8) 💱 Map out top-of-funnel conversion rates Because a meeting booked precedes the pipeline stage, we’ll also need to know our conversion rate from meeting → the point when pipeline is locked in. In a SaaS sales cycle, that’s often the phase from a discovery meeting to moving forward to the next stage. Generally, that conversion rate hovers around 50%+. ↳Meeting → pipeline conversion rate = 50% ↳Account/contact sequenced → meeting booked = ??? (this is our minimum conversion rate for actioning signals) 🧮 Put it all together with a bit of math Finally, to know if a signal is worth actioning, we can assemble all the pieces of the puzzle with our inputs from above. Monthly assumptions per rep as follows: ↳ Sequencing volume = 500 accounts (this is our constraint from above) ↳ Pipeline target = $200k at $25k ACV (8 opps) ↳ Meetings target = 16 (assuming 50% conv to opp) ↳ Sequence → meeting requirement = **3.2%** In other words, if a rep reaches out to 500 accounts a month, they’d need to have at least a 3.2% conversion to meeting booked to hit quota. This is our signal actioning threshold. Knowing this metric helps immensely with decision making. For example, IF our signal to meeting booked rate is below 3.2%, THEN we either need to: 1) not action that signal 2) improve our conversion to an acceptable rate 3) increase our throughput to sequence more accounts/contacts per rep IF our signal to meeting booked rate is above the 3.2% threshold, THEN all systems go. We can also try to generate more of that signal through marketing or other programs.

Every good pipeline inspection needs a checklist. Without it, you’re playing the guessing game with your reps. That’s why we put together this step-by-step guide to help you uncover hurdles, collaborate, and win more deals in your next pipeline review meeting. Inside, you’ll find: - 7 key questions that immediately identify pipeline blindspots - The biggest misconception sellers make when pressure testing mid-funnel deals - A template for winning the highest impact revenue moments that matter Consider it your shortcut past “Why won’t it close?” to “Here’s what we can do about it.” Grab it here: https://bit.ly/3qHA6Ym

Enhancing Sales Pipeline Visibility. Maximizing sales efficiency starts with clear visibility into your pipeline. Discover how Rep Order Management's innovative solutions can transform your sales tracking and forecasting. #salesefficiency #pipelinemanagement https://lnkd.in/eTE5VP6g

Following the 4 Videos on how high performing sales professionals overcome customer indecision, the video focues on sales pipeline that dovetails into this subject.        https://lnkd.in/e_UWTsjS Second video on Sales Forecasting to be shared later. Look forward to comments and or questions.

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Introducing our Pipeline Performance Framework – an actionable set of measures designed to improve your #pipeline throughput, performance and efficiency. Make your pipeline even more profitable! #PipelinePerformanceFramework #MaxThroughput #pipelinecleaning #empoweredbytechnology

🤔 PIPELINE COUNCIL? What the heck is it & why's it important? . . . Check out our blog below to learn more.

"We use our deal pipe for activity reminders" This is something I hear a lot. I understand how companies end up in this situation, but not sure why they wouldn’t prioritize to change this. 🚫 To clarify; using your deal pipe as an activity tool means that you are mixing your business opportunities with simple to-do’s. Using the pipe as a dump is troublesome in plenty of ways, but here are a few: → You’re piling up deals that aren’t deals and ruining your statistics. → You’re limiting what is supposed to be a quick overview and forecast of revenue. → It indicates that you are lacking a qualification process which increases the risk of loosing deals. → It’s simply a very inefficient way to work through tasks. ⭐️ Your tasks are supposed to be what moves your deals forward and not the actual deals. They’re definitely connected, but treat them separately. Most CRMs will allow you to do this. 🗣 If you’re in this situation, my suggestion is to: 1. Go through your pipeline and remove everything that isn’t a deal 2. If there’s no task or activity scheduled on a deal, check if the deal is really alive and decide if you’re to remove it. 3. Create tasks for the dead deals and for the regular do-to’s. 4. Work from your task view as a source of truth. Your tasks are what you are supposed to do each day and these may be related to a deal. 5. Going forward; define what criteria qualifies a deal to be created and moved throughout the pipeline steps. 💡These steps are very simplified for the sake of this post, but should give a rough idea of how you separate ”this is what I will do” vs ”this is what I will close”. 📅 Let me know if you would like to discuss your task & pipeline management and I’d be happy to guide you.