What are your go-to strategies when you are behind your number?

Most of us sales guys have found ourselves coming to the end of a quarter with a dried up pipeline and in need of fresh deals if we want to hit our number. What are some of your go-to strategies to build your own pipeline quickly!

👑 Sales Strategy
2
salesnerd
WR Officer
4
Head of Growth
1) Old opportunities. This is a great way to build quick pipeline. Search your CRM for opportunities you lost in the past or others lost in the past that needed certain features, pricing, etc. 

2) Old contact, new job. Search for all the people who have left your client companies and reach out to them at their new companies. 

3) Quick wins. Do an analysis of the quickest closing opps for your company and figure out what is similar between all of them. Same industry? Same title selling into? Same location?

4) Referrals. Reach out to all the clients you've closed recently and see if they have anyone they'd recommend you to. Even better, stalk their linkedin and find 10 people and see if they'd be willing to make introductions. 
DaveFromCollege
Notorious Answer
2
Account Executive
Nice recommendations
Jakesbaseball
Tycoon
1
Account Executive
Thanks, Great insight. Number 4 is one I need to do much better at. I really like the idea of finding the 10 people and then asking for the intro. Is there anything else that you've found works when it comes to asking for referrals?

salesnerd
WR Officer
2
Head of Growth
Make it as easy and painless as possible for them. You can even write up the email for them to send over. It's all about making it frictionless for them. You might consider throwing out an offer if they help you... "if they close, I'll get you something nice!" or "for every intro, I have $50 in Amazon cards my marketing team is sending out" or something. 
23
Members only

How do you keep yourself motivated under pressure? Yes, I've heard of the usual responses like "finding your why" & "aligning yourself", etc. But I just want to get to the meat of the solution. Are there any specific tactics you guys use to keep yourselves motivated?

Question
115
10

I don't give my sales staff daily call targets or KPIs. Should I?

Question
11
KPIs
21% Aggressive KPIs
79% Big Picture less daily goals
62 people voted
11

What's the best way to celebrate hitting and/or overshooting targets?

Question
20