I know this is a broad question, but for AEs, what do you do to fill your pipeline? What are your favorite activities that produce the most results, etc?
BlueJays2591
Filling Pipeline
18
This is what I tell EVERYONE in sales:
Literally getting on the phone and making calls. That's how you do it. Emails with a <1% success rate don't fill pipeline.
Now if you're having trouble identifying a target market to call into, that's a different issue. Otherwise, just pick up the phone.
Literally getting on the phone and making calls. That's how you do it. Emails with a <1% success rate don't fill pipeline.
Now if you're having trouble identifying a target market to call into, that's a different issue. Otherwise, just pick up the phone.
Emails work the best for me but it's honestly a mix of email, calls, and some onsite.
Definitely a mix here as well.
Setting goals for yourself on how many meetings you set, not just contacts. Keep yourself honest to, are those real dials or are you hanging up early. Also verfiy the person works there still, dont build lists off of your current CRM, verify with LinkedIn and the operator that the person works there still with the same title.
Call mobile numbers not just work lines, and track your pickup rate when calling work numbers, because they might be remote.
Email and linkedin, and actually do customization. This means that email cant work for someone else by changing the company name and role.
Call mobile numbers not just work lines, and track your pickup rate when calling work numbers, because they might be remote.
Email and linkedin, and actually do customization. This means that email cant work for someone else by changing the company name and role.
multi touch approach is good: calls, email, linkedin
I use combination of emails and phones and other touch points. Emails work better for me.
I like researching initiatives and projects my customers might be working on so I can get ahead of their needs and have a real excuse to reach out to them.
I start with email or LI, then call. I also meet their BD or exec team at trade shows and work introductions from there.
I start with email or LI, then call. I also meet their BD or exec team at trade shows and work introductions from there.
Multiple initiatives:
- Your inbound
- Your cold calling into your own patch of past leads
- Cold calling into cold accounts and leads - Long game, but worth it.
- Event leads.
- Your inbound
- Your cold calling into your own patch of past leads
- Cold calling into cold accounts and leads - Long game, but worth it.
- Event leads.
Emails I guess, as having an email with a good content, a good description of the offer showing the best values customer would get is more likely to get his attention.
Multiple channel approach.
Iโm consistently working with teams to have activity hitting my prospects from all channels for my territory. (BDR, channel partners, multiple marketing teams, etc). I do outbound myself via call / email.
But Iโm a huge fan of touch points through multiple channels.
Iโm consistently working with teams to have activity hitting my prospects from all channels for my territory. (BDR, channel partners, multiple marketing teams, etc). I do outbound myself via call / email.
But Iโm a huge fan of touch points through multiple channels.
I spend most of my time filling your mom's pipeline tbh.
Emails and phone calls. Conferences.
I miss conferences. Hopefully my next gig has some I can go to
Related posts
13 comments