How To Build Pipeline Heroes

PIPELINE CULTURE HAS ERODED…

Building pipeline pre 2003 felt easier

This article is an overview of a workshop delivered at the Chief Revenue Officer Summit in July 2024, led by Gerry Hill VP EMEA at ConnectAndSell.

You can watch the full workshop at the following link: CRO Connected

From the year 2008, what happened to force this simple model to implode?

Prospects disappeared behind a wall of technology, rendering them almost unreachable…

“Pipeline moved from strategic to tactical work with sellers becoming the primary unit of execution and strategic decision making on how to deliver with CXO becoming less involved”

Those decisions enabled the rise of the the second wave of prospecting technology which promised a golden age of effortless , human to human conversations manufactured by:

Digital targeted Advertising
Instant response to web/lead forms
Robotic social network outreach
Mass design of automation, email orchestration and chatbots

The second wave is crashing!

WINTER IS COMING!

“Growth at all costs has been replaced by measured growth
as high tech companies enter the age of efficiency”

– Jos White, Founder of MessageLabs (Acq by Symantec) and Prinicpal at Notion Capital

“Executive and sales leadership do not understand B2B replacement
and displacement dynamics, and almost exclusively focus all
resource, effort and strategy at identifying the top of the market”

Failure for all is based on a failure to understand the selling windows available. Market dominance happens when you activate conversations at scale

Thesis: The urgent commercial requirement for all executive revenue leaders is to introduce a culture of PipelineHeroes at the heart of your go-to-market strategies and operating rhythm

IN REAL LIFE THIS MEANS:

Moving sellers from a conversation every 90 minutes to a conversation every 4 minutes. Imagine 850-1200% improvement on time and cost changing your pipeline culture.

Coach the aggregated data, not the individual seller: correlate skills to business outcomes and kill glitchy first line coaching behaviours overnight

WANT TO LEARN MORE?

WANT TO LEARN MORE ABOUT CRO CONNECTED?

We’re the worlds most senior go-to-market executive peer advisory. A collective trust of the most experienced Chief Revenues Officers working together to build global market leaders.

Imagine having access to 2000+ years of world class leadership experience in your pocket. Where irrespective of the challenge, situation or context you can find ideas from peers who have stood in the place you’re standing

That’s exactly what you’ll find inside CRO Connected

WE GUARANTEE TO FIX YOUR BIGGEST GTM CHALLENGE IN 1 HOUR!

All members get the capability to have a surgery specifically dedicated to them. Members will be informed of the challenge you face upfront and the specific context around it, then come prepared with questions, experiences and ideas to ensure you leave with a solution to success.

Where else in the world will you have 10+ GTM Executives who’ve walked the path you’re about to, willing to share the precise things they’ve done in your shoes?

Visit this page for more details on how you can join:

CRO Connected