April's Challenges: The Push for Pipeline

If you struggled to fill your pipeline in April, you're not alone! This past month, salespeople across the board worked to fill their pipelines and get set up for success for the remainder of 2022. Pipeline generation is always a push this time of year, but did we see a decrease in generation due to navigating a post-pandemic world? Possibly. A study by Gartner pointed out some possible causes, like the challenges of building trust virtually. However, their recommendations to increase outbound and capitalize on digital marketing might not be the most effective tactic for all of us. Should you increase your investment in digital marketing and outbound like Gartner recommends? Consider your win rate on inbound. If it’s below 30%, it’s likely a better option to fix that FIRST. If you invest to drive more leads, but they’re still not converting, you’re blowing your CAC out of the water. In that case, it might be helpful to focus on higher converting leads-- the people who are already in your funnel.

Fortunately, there are so many resources to help you take advantage of leads that are already in your pipeline. One of our favorites is Curing the Funnel by Becc Holland. Becc uses a clean framework broken down into 5 simple sections to help aid in measuring the “things that matter”. Our e-book, Sales is Business, is a great tool to understand what your leads need. ?It's designed to show you the 10 key business elements that your clients face and tie them directly to sales. Tools like ChiliPiper are incredibly effective in making sure you don't miss any hand-raisers that entered your funnel. Lastly, if you still want to do outbound, Keenan breaks down a step-by step plan for how to prospect on LinkedIn right here on our blog.

April was a challenge, but we're in this together! Cheers to May and to getting our pipelines back on track.

Until next time,

The ASG Team