Pipeline Builders #1

Building a good pipeline is a challenge for everyone who has a role involved in the sales process. In light of this, we are starting this month this brand new newsletter, with the first edition of the Pipeline Builders. This initiative is designed to compile insights from relevant people who share valuable content about relevant topics related to the customer journey on LinkedIn. From the initial prospecting phase to ensuring customer success, Pipeline Builders aims to bring reflections on strategies to enhance companies’ pipelines

Samantha McKenna, founder of #samsales Consulting, recently wrote about the market being “often resistant to change, and it includes the practices we use in sales (like cold calls), despite seeing clear data that modern method work”. To prove her point, she brings up some data showing how outdated sales methods are not efficient and invites to a reflection: why aren't we paying attention to the data and modernizing our practices in sales? Considering the importance that sales has on the development of a company, why so many are resistant to adopt new and more effective methods and strategies to this process?

Speaking of the importance of sales for a company, in the words of Alice Heiman, specialist in sales strategies for CEOs:

“Sales is the lifeblood of any business” as it is “how you bring revenue and grow your company”.

That is why every single CEO have to look at the sales process with a special attention. It's vital for these people to make sure their companies are building up effective strategies to develop their pipelines and client base. Heiman believes that “sales is a team sport” and “it’s important for CEOs to understand how all of these teams work together to create a successful sales process”. As examples of teams that are important for the whole process, she points out the marketing team, the CS team and the product development team.

Particularly, the CS team plays a significant role in the sales process. Ian Koniak, the founder and CEO of UYSP, suggests focusing "on making existing customers so successful that they sell" on your behalf as a potent sales strategy. Thus, in line with the "team sport" analogy, the CS team can perform an important role in the sales process.

Making sure your existing customers are receiving the outcomes they desire can turn them into the best salespeople you will ever have. For this purpose, having a good management of your CS team can be crucial. As Gisele Paula, a Top Voice on LinkedIn in Brazil and specialized in customer experience, says, in our current days “the client doesn't wait anymore”, so it is important to be on top of the CS team to make sure things are going well and they will manage to deliver what the client expects.

Every month we are going to be sharing here with you the LinkedIns of these people who have strong voices and efficient tips on how to build up your pipeline, so you can also follow them and learn from the best voices around here!

This month we've shared some inspiring thoughts of:

Samantha McKenna

Alice Heiman

Ian Koniak

Gisele Paula