Podcast episode
Enterprise Pipeline Reviews & Deal Planning (Greg Baumann, Outreach)
30 Minutes to President's Club9 May 202433 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Ask your reps to think about the "first win" they can make with a large account Look for "Alumni" who have recently left key accounts who might be able to make introductions or provide information for your reps to use Have your reps record "Last Activity" and "Next Meeting" on their opportunities so you can quickly scan through your dashboard and see which deals are at risk and need more attention If your team have opportunities with next steps far into the future ask "did the rep follow up and did they get a response?" if the answer is no more work is needed PATH TO PRESIDENT’S CLUB Director of Enterprise Sales, National @ Outreach Enterprise Sales Director, East @ Outreach Strategic Account Executive @ Outreach Territory Sales Executive @ Sitecore RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
The other thing that you mentioned that was really interesting was the other way you can use activity or last activity and prevent people from gaming it is if you use last prospect activity. “Because you can game your own activities, but oftentimes if a prospect hasn't come inbound or hasn't said anything to you in the last 30 days, that usually just means that the opportunity is dead.” So on that note, Greg, like someone's following up, they're following up 1, 2, 3, 4 weeks. What's your guidance for your reps in terms of like how long they're allowed to keep something in pipeline?
Looks like you were the global head of RevOps. You probably saw a lot of success with us. Are you interested in running it back at your new company? And then finally, account plans really need to not only be actionable, but stretch the imagination of the account team. And so I have them do like a genie in the bottle, essentially. “If you were to have to snap your fingers and be able to meet with anyone at the account, who would that be?” And what can we do to work backwards from there? We'll take those people through the first and second degree connections of our board members and our C-suite executives and work for a direct, actionable plan to get in front of our most high-value targets. I love this idea of a first win.
Let's find people that we can really prove the value of not just our tool, but of your project and your revenue goals. And so for us, it's really, it can be different every single time of, do we need to take down the 25 and be a good partner? Or in order to be a good partner, do we need to take down 100 or 500 from that first deal? “So I think it's about being customer oriented, aligned to their goals, and not being afraid to ask those discovery questions.” The other thing that comes to mind is we have managers, leaders, directors, what have you from companies of all sizes and of all deal cycles. And I imagine there are some people who are doing more of a transactional sale who are like, yeah, I can't really do an account plan where it's like, first, I want to reach out to employee number one and then reach out to employee number two.
So it's something that's easy enough for them to knock out over the course of, call it the first month of the fiscal year. For the people that are sort of, maybe we have a multi-million dollar deal. The MVAP is not going to support the amount of multi-threading that we're going to do on our side and the amount of additional research that we're going to do for the customer. “And so we actually will pivot from the MVAP to an account overview plan that we have developed internally.” And that's like your classic, probably seven to 10 page PowerPoint where they're going through, okay, so who's using it? What are the workflows? What are the outcomes? Who's not using it? Who's using it well? What are our plans there?