Move the Pipe!

This is part two in our three-part series with insights and learnings on managing the sales cycle from start to finish. This week we focus on capturing and keeping momentum, progressing interested prospects into solid deals and pipeline management.

Part 2, Moving the Pipe (discovery, demos and keeping momentum)

Part 3, Closing the Pipe (overcoming hurdles, negotiation and closing)

In this week’s Part 2: Move the Pipe! we discuss:

Give it a read and let me know what you think.

So naturally as I thought about moving the pipe — I wanted to share one of my favorite resources on discovery. Gong presents 11 tips to help make your discovery the best it can be, and subsequently — move more deals effectively through the pipe.

Digging deep into the Skaled consulting knowledge well features a time-tested piece any sales leader can use to refresh the basics with their team. Principal — Deb Berman discusses her 5 best practice tips and tricks to generating momentum throughout your sales pipeline to drive high quality deals.

Dave was on a recent B2B Sales Podcast giving us some advice of what he sees are areas of improvement for running better demos. After watching over 1,000 hours of demos — Dave coaches a few universal techniques and tips for reps such as:

A perfectly simple refresher for sales leaders in SaaS on why sales pipeline management is at the core of everything we do in sales.

Your sales reps are staring at their funnels all day, everyday. Mastering the sales pipeline is an extremely effective way to increase revenue because it allows sales reps to remain organized and focused on selling. This is undeniably a critical part of the sales process.

As a sales leader, to ensure the pipe is moving — focus on a few key things from Sales Hacker:

Revisiting this Stretch VP post on basic, expected activity as a SaaS sales rep, why its important and how we can coach this a bit better.

We’re talking logging calls, setting next steps, updating deal amounts and appropriate forecast categories. Things I consider to be basic blocking and tackling of a tech seller to ensure each deal moves along the appropriate stage in the sales process.

This is a crucial part of keeping each deal engaged, on track and eventually seeing through close.

— Grant 👋

Compiled and aggregated from a network of sales leaders in SaaS, Stretch VP showcases learnings, insights and experiences as well as best practices to overcome common hurdles, obstacles and setbacks in your quest for excellence as a sales leader in SaaS.

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