pipeline generation

“Asking somebody else to do PG for you is like asking them to go to the gym for you. I think it creates, I don't think it creates the right culture to think that this is something that can be outsourced. And so the way I look at it is PG is everybody's job.”

“If someone is doing good PG, they should be able to on average get two meetings in a given week. Sometimes people will get more. Sometimes people will get less and they might get one or they might get zero and still they did a good job. It was just, you know, …”

“Really the most effective means of pipeline generation is outbound cold calling.”

“Less than 10%. It's elite. It is highly, highly correlated with elite salespeople that have the ability and the tenacity, the willingness.”

“If they haven't done that and they haven't been in that lonely place, the likelihood that they are willing to make that 20th call is low. Even if they thought they were willing upfront, when they actually get into it, you have to have been through that journey…”

“Your account managers should also be excellent at pipeline generation because they're trying to get into other divisions, et cetera.”

“A's have to be responsible for their own PG, like full stop. That I think is, is consistently true anywhere I've been, and I firmly believe in it. I think that's critical. That is the job in a lot of ways, like the most important part of the job.”