Episode 1: The Pipeline Show
Budgets are drying up. Funding has all but disappeared (unless you’re an AI company). Sales reps are losing deals left and right – on price, because they stall out, or because they get ghosted entirely.
So what’s a revenue leader to do?
Tom Slocum, Darryl Praill, and Matt Toy talk about how you can individually make a positive impact on your company’s growth and how you can (and should) collaborate with other departments to align on shared goals and expectations.
Watch The Event Here:
Our Top Takeaways & eBook Info
We curated 6 of the top takeaways from our discussion below. Use these to:
🌩️ Weather the bad times
🧠 Shift your mindset to one of growth
💪 Set up strong systems for the good times
We dive deeper into each topic in our event eBook – GTM Alignment & Collaboration: 6 Tactics For Predictable Revenue Development in 2024. The link to download that is at the bottom of this page.
Takeaway #1: Be a Problem Solver
Nobody wants the ‘dog and pony show’ anymore. If you want to stop losing deals and start building up your long-term pipeline, you have to truly know your buyers. Seek to understand their challenges and needs and address them during discovery. And most importantly, leverage data and insights from Marketing and CS to better serve your prospects.
Takeaway #2: Feedback Loops
Pipe all information back and forth. There’s no such thing as too much transparency. Your customer data is a gold mine – Sales should have access to that. Marketing should know how to preemptively address objections in their content based on the data & insights from sales. CS should be able to deliver high value right away based on the information gathered throughout the deal cycle.
Takeaway #3: Think Critically
The old way of doing things isn’t working anymore, but you still have revenue targets to hit. This is where you need to flex some creativity and think outside the box. And most importantly, you need to start thinking about how to work with other stakeholders to move the business forward, not just yourself. It’s not just “how do I do the best stuff for me” anymore, it’s “how do I do the best stuff for us.”
Takeaway #4: Sacrifices Must Be Made
You probably can’t go to 7 conferences next year. You’re probably not going to get the budget for 25 new case studies. And you might have to turn off a marketing channel or two. But these are the sacrifices you have to make for the betterment of the company. And when you work with other department heads, you can get creative about where you can free up budget and how you can reallocate funds for the highest impact with the least damage.
Takeaway #5: Ditch The Ego
Don’t just put up your four walls and wait for the bad times to blow over. And don’t assume that your department is more indispensable than anyone else’s. The best way to get through the tough times is to park your ego, partner up with other leaders, and talk candidly about how you’re going to get through things together. You can go back to cursing each other out when you’re hitting revenue goals.
Takeaway #6: Think Long-Term
And don’t just ditch the short-term in favor of purely long-term growth. Find a way to marry short-term wins and long-term strategy. Think about how your actions today impact those of other department heads tomorrow, and the ramifications of those actions down the line. Are you making your life easier by making someone else’s harder? Because that will assuredly come back to bite you in the future.
Get a full breakdown of the event takeaways in our eBook, GTM Alignment & Collaboration: 6 Tactics For Predictable Revenue Development in 2024. Download it below 👇
AJ Alonzo - Host
Marketing @ demandDrive
Tom Slocum - Sales Expert
Founder & CEO @ The SD Lab
Darryl Praill - Marketing Expert
CMO @ Agorapulse
Matt Toy - CS Expert
VP, Client Services @ York IE
What You’ll Learn
Revenue Leaders will come out of this session with some tactical advice on how to address pressing pipeline issues and collaborate with their peers on other teams in proactive and constructive ways.