PG Is Why You Are Here

By Mike Galvin , Embedded Sales Principal

Face it – you were hired by Sales leadership praying for a Pipeline Generation (PG) machine.

There’s both exclusivity and glory in PG consistently well done. Few do it well. Those who do it well are rewarded. Those who don’t do it well are obvious. And, numerous.

Want to make more money? Want to crush your numbers and be #1? Want liquidity? You need to be doing more PG.

PG is the only way to reliably drive new opportunities. Sure, occasionally someone will get lucky and an inbound lead may lead to a deal. But even in that case, making connections within an account to fully understand the potential value, ensure prioritization, and develop coaches and champions requires PG.

How much PG do you actually need to do? I’ve heard it said that sales directors should spend at least an hour each workday on PG, but I think that bar is too low. Make the time to do 2-3 or more hours of PG per day. It may feel like a lot, but the effort will pay off. That PG time should be held sacred – you’ll get to the advanced opportunities and existing client wranglings. Make PG routine and stick to it.

Budburst has developed a utility that allows sales directors and sales leaders to calculate how many outreaches are needed to achieve quota. Using this, individual and team performance can be monitored to track progress, highlight effective strategies, and ultimately celebrate success.

Pro tip: Don’t fear the phone. It is by far your best tool.

How do you prioritize PG within your organization? If you have any feedback on what works well (or doesn’t), we’d love to hear from you in the comments.