27 min listen
857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes
857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes
ratings:
Length:
57 minutes
Released:
Dec 18, 2020
Format:
Podcast episode
Description
Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. Mark’s a contrarian on the myths and bad practices that have built up around prospecting. It's why I liked his book. For openers we talk about why it’s better to have too few prospects in your pipeline than too many. I happen to agree with this. The low levels of quota attainment and win rates, that we all see and read about, are not a function of not having leads. It’s all about how ineffective sellers are once that they have leads. In which case more leads won’t solve the problem—it’s only doubling down on a bad bet.
Released:
Dec 18, 2020
Format:
Podcast episode
Titles in the series (100)
Episode 10: Sales Success: The Essential Triangle, with Robert Terson: In this episode, Robert Terson (author of "Selling Fearlessly") reveals his highly effective triangle of sales success, and the sales habits that he religiously followed. by Sales Strategy & Enablement by Revenue.io