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857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes

857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes

FromSales Strategy & Enablement by Revenue.io


857: Tactical Pipeline Growth: Winning the Outbound Battle, with Mark McInnes

FromSales Strategy & Enablement by Revenue.io

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)

The world's most candid, inspiring sales podcast. With millions of downloads and 1,000+ episodes of in-depth conversations with the most exciting B2B sales and marketing leaders in the business, the Sales Enablement Podcast with Andy Paul explores critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.Host Andy Paul is a B2B sales and management expert, author of two award-winning sales books, is ranked #8 on LinkedIn’s list of Top 50 Global Sales Experts, and has consulted with the biggest businesses in the world. Join him 3x a week on his mission to help you exceed customer expectations, earn more sales, and create your dream sales career. Powered by Revenue.io: the revenue acceleration platform that helps businesses scale growth through AI. Visit revenue.io/andy for exclusive Sales Enablement content. (Formerly the "Accelerate! with Andy Paul" sales podcast.)