#235 - How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense
30 Minutes to President's Club | No-Nonsense Sales
December 14, 202332m 49s
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Show Notes
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review!
- Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders.
- Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out.
- Two questions to determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep?
PATH TO PRESIDENT’S CLUB
- Director of Enterprise @ 6Sense
- Head of Sales, EMEA @ Outreach
- Director of Strategic Enterprise Sales, EMEA @ Outreach
- Strategic Sales Director, East & EMEA @ Outreach
RESOURCES DISCUSSED