– Your closing teams cannot close what is not there
– Top of Funnel “TOFU” is the most important stage of the pipeline
– Your closing team (AE’s) are still human, so if you ask them to source opportunities it is taking away from actually closing new business
– Sales development in a business sense is an internal ROI game or it can be a performance partnership
– Prospecting, building lists, researching, and creating great outbound strategies isn’t easy and not all sales leaders know how to do it.
– Your pipe can be your best friend or your worst enemy
– Investors rely on pipeline to gage the health of a businesses future
– Sales velocity is reliant on a working pipeline generation strategy
– Businesses will live and die by pipeline in 2023