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This is the biggest waste in GTM today. 9/10 CROs tell me pipe gen is their #1 priority Even when they can't close the deals they have. I have this conversation every week: CRO: "Our top priority is generating more pipeline." Me: "What's your Close Rate today?" CRO: "About 15%?" Me: "How much pipeline do you have that isn't real?" CRO: Quite a bit! Me: "How's forecasting?" CRO: "Difficult and inaccurate." So....... - Your reps are losing deals they should win - Your reps are chasing deals they shouldn't chase - And you can't trust the pipeline that you have today But your top priority today is to generate more pipeline? - To add to the mess you have? - Hoping a small fraction of it closes? Wouldn't it be faster/easier to just close more deals? - By fixing the issues in your pipeline management process? Here's how to fix it. Our updated Pipeline Management Framework v3.0 shows you how to get more revenue from the pipeline you're already generating. A few things it has you do differently: → Build your ICP from 6 points of customer data → Flag multi-threading opportunities in the CRM → Set up CRM guardrails to protect data and reps' time → Track how long your deals take to lose, not just to win → Pin down what actually counts as a committed deal Let's look at one people never talk about: How long it takes you to lose. Every team knows their average cycle for a deal they win. Very few know the cycle for a deal they lose. Lost deals typically have 2x the sales cycle as wins. So you can set two markers: Once a deal passes 1.5x your average win cycle, treat it as at risk. Once it passes 2x... it's not closing. The rep just hasn't realized it yet. This gives reps a clear point to stop working a dead deal and put those hours toward one that will actually close. The full framework and cheat sheet go out tomorrow. 👉 Subscribe to the newsletter to get it: https://bit.ly/3SojeU0

GTM Ops cheatsheet for more predictable inbound. Get it free, right here → https://bit.ly/4uKOtH0 Marketing keeps hitting the MQL target. The deals still don't close. We hear it all the time. When we dig in, the problem is almost always the same: - Different MQL definitions floating around - Processes are scattered or nonexistent - No one can say where the leads came from - Or who followed up, or if the meetings happened Lead volume is usually fine. The engine that turns those leads into pipeline and revenue is where it falls apart. So we developed the Inbound Efficiency Framework to help CROs and CMOs fix these operational problems step by step. The newly updated v2.0 of the Framework will be released tomorrow, but you can grab the cheatsheet now. It covers: → Scoring your ICP and personas (from just ok to great) → Do's and don'ts for every step of the inbound process → What lives in your MA vs your CRM, and what to track → First and third-party attribution strategies → The inbound insights to catch, and where to find them → How to run a GTM Council → Best use cases for Inbound AI, and their risks → And more! Get the high res cheatsheet here: 👉 https://bit.ly/4uKOtH0 Remember to subscribe to our newsletter, The GTM Science Brief, to get the full framework in your inbox. ✌️

Can you trust Outbound to generate enough pipeline? Not just for this quarter, but 3 quarters out? The Outbound Efficiency Framework maps the four layers of a predictable Outbound engine so you can see exactly what's leaking and what to fix first. Click below to get the Framework and Infographic, free.

Build an efficient Outbound Engine to hit forecast confidently and consistently. The Outbound Efficiency Framework will help you identify where to focus and what to fix first to transform hustle and chaos into consistency and confidence. Click below to get the Framework and Infographic, free.

The Outbound activity is there. But revenue isn’t. We built a Framework for fixing those gaps before the board starts asking questions. Get the Outbound Efficiency Framework, free and ungated.

Every outbound vendor on LinkedIn: "Our AI booked 47 meetings last week" Real sales teams: "We tripled activity but pipeline went down" Per-rep outbound volume is up 6x. Reply rates dropped 38%. We are literally sending more and getting less. 𝗜 𝘀𝗲𝗲 𝘁𝗵𝗶𝘀 𝗰𝗼𝗻𝘀𝘁𝗮𝗻𝘁𝗹𝘆. - Team buys a sequencing tool - Loads 50,000 new contacts into it - Blasts "personalized emails at scale" - Reply rates tank, their domain is trashed - They say "Outbound doesn't work anymore" Outbound works. What doesn't work is automating a mess. Here's what I see in the teams that are actually producing pipeline from outbound: 𝗧𝗵𝗲𝘆 𝗴𝗼𝘁 𝘀𝗽𝗲𝗰𝗶𝗳𝗶𝗰 𝗼𝗻 𝗜𝗖𝗣. - Not "B2B SaaS companies" - Not an industry and a revenue range - They looked at their best customers - Found what actually made them convert - And narrowed the list to what reps can cover 𝗧𝗵𝗲𝘆 𝗯𝘂𝗶𝗹𝘁 𝗮 𝗿𝗲𝗮𝗹 𝗽𝗿𝗼𝗰𝗲𝘀𝘀. - Sequencing that tells reps what to do next - Lists segmented tight enough to personalize - Data enrichment done BEFORE the rep touches it - Reps selling, not researching 𝗧𝗵𝗲𝘆 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗶𝗻𝘀𝗽𝗲𝗰𝘁 𝗶𝘁. - Weekly review of who's executing - Reporting that connects activity to pipeline - Coaching based on data, not just on gut feel 𝗧𝗛𝗘𝗡 𝘁𝗵𝗲𝘆 𝗹𝗮𝘆𝗲𝗿 𝗔𝗜 - Only 2% of companies get this right - Because they built the foundation first - Good inputs in results in good outputs out - Trigger-based cadences that actually convert - Personalization that doesn't sound like a bot - Because there's a real human in the loop here We took all the data on outbound thats come out over the last year and updated our 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱 𝗘𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗙𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 to version 3.0. The Framework walks through every step of building an effective Outbound engine, backed up by current studies. Subscribe to our newsletter to get it Saturday: 👉 https://bit.ly/4dF7G6R 𝗪𝗮𝗻𝘁 𝘁𝗵𝗲 𝗵𝗶𝗴𝗵-𝗿𝗲𝘀 𝗜𝗻𝗳𝗼𝗴𝗿𝗮𝗽𝗵𝗶𝗰 𝗯𝗲𝗹𝗼𝘄? 1. Like the post 2. Comment "High Res" 👇 3. Make sure we're connected 4. I'll DM you the high res image ✌️