Revenue_Rambo

Director, Revenue Enablement

Pipeline Building Day

WR, my company blocks out 1 say each month to have reps clear their calendars and solely focus on building pipeline.

It's a team approach with points awarded for generating connections that translate into forecastable pipeline (C-Levels 150, VPs 100, Directors 50, everything else 25 points). Winning team gets cash payout.

My ask of you... if you were new to the company how would you approach and strategize this event?

🔎 Prospecting

19 comments

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Gyro25

Notorious Answer

Account Executive

Idk, I block out on hour 2-3 days a week to prospect. Its not that I want to, but that I have to if I want to make any $. Don't see how/why this would be an issue.

It makes sense to incentivize it, but kinda comes with the territory(no pun intended)

HVACexpert

Politicker

sales engineer

Liar you totally intended the pun

Gyro25

Notorious Answer

Account Executive

You got me.. lol

braintank

Politicker

Enterprise Account Executive

I wouldn't wait for 1 day a month to prospect.

Revenue_Rambo

Politicker

Director, Revenue Enablement

The reps dont, this I just a single day where all other internal meeting and noise are cleared to provide focus time.

braintank

Politicker

Enterprise Account Executive

No thanks

punishedlad

Tycoon

Business Development Team Lead

Are you asking from the perspective of organizing the event, or being a participant?

Revenue_Rambo

Politicker

Director, Revenue Enablement

Participant doing the prospecting.

punishedlad

Tycoon

Business Development Team Lead

First place I'd start is with prior connections who gave me a "not now" or "bad timing" answer the last time we spoke.

Once I exhausted that list, I'd move on to smaller organizations where it's easier to set a meeting. This is a numbers game, after all.

If I have the time after that, move on to dream accounts that I haven't gotten a foothold into yet.

Gasty

Notable Contributor

War Room Community Manager

I concur with @braintank. It's evident that your desire is to align with the victorious side. The best strategy is to Start Yesterday. Allocate an hour a day, 2 weeks prior to the event.

Maybe refrain from broadcasting these actions. Reserve the actual event day for producing and exhibiting your results.

Justatitle

Big Shot

Account Executive

I always kinda hate these days, but because you have to, if you use any type of tool like outreach or salesloft, pull lists of prospects that have opened emails 3+ times and add them to the call list for that day, also any companies where you have more than 10 contacts that are ICP go ahead and call em, you get 70-80 contacts that way and you should be set for the day, hopefully... Title out

Revenue_Rambo

Politicker

Director, Revenue Enablement

Great points. Thank you

CRAG112

Valued Contributor

Account Executive

Keep doing what you are doing and iterating on your process. Always try to be improving.

Don't focus on winning the cash prize, focus on getting what's going to actually help you move the pipeline forward. The only difference is that you have a plan for doing it all day v specific times.
Nobody is great at a sport because they wanted to win the championship. They win the championship because they constantly do the things that improve their results.

I always found events like these to be one in which it's all about the company, not the customer. Once you start on that track, you can really fuck some shit up. So just make sure to stay focused. Don't agree to email blast everyone in your sequence about some special bullshit or anything like that.

RandyLahey

Politicker

Account Executive

even as an Account Manager, I block out about 4-5 hours a week solely for outbounding/prospecting.

But I like the idea here. It's great for team building, and obviously should lead to more pipeline generation. You can analyze results to improve internal sales techniques.

Maximas

Tycoon

Senior Sales Executive

But how about the rest of the month,No prospecting or..!

Revenue_Rambo

Politicker

Director, Revenue Enablement

Reps are supposed to be continuously prospecting. Honestly I get the feeling that if they aren’t doing this throughout the month, then they aren’t going to be giving it a real effort on the focused day.

braintank

Politicker

Enterprise Account Executive

Or they'll sandbag and pipe stuff that day to win a prize

CuriousFox

WR Officer

🦊

Obviously

closingmachine

salesman

pipeline building is an everyday task. why would you just focus on it for one day?

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Revenue_Rambo

Pipeline Building Day

19 comments

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