The Run Revenue Show (podcast summary)

Bonus Charge Episode 2: How to Create, Convert, and Close Pipeline

To multi-thread your opportunity, first ask: ‘Who is working on ___?’ Then, ask for the intro. – Lynn Powers
If you hit a hard budget objection, you can fall back on: “My guess is that you are not going to buy anything today, but would you be open to just taking a look for when things open up again in the future?” But remember, that is just the person saying no. It is not the prospect company saying no. So, then go wide to engage other contacts in the account. – Armond Farrokh
Meet with your champion both before and after any major meetings.
Slingshot selling: When meeting with a CxO, preset the next debrief to force speed at the next level in the account. – Armond Farrokh
Three layers to how you can access power during the deal: (Armond Farrokh)
- Early: Our CEO to their CEO
- Mid: Our CRO to their CxO/EB
- Late: Our CCO to their CxO/EB
If the CFO is unwilling to speak with you and just asks for your “best and final,” call your champion(s) to sell for you or at least secure a meeting where they are in the room with you. – Nick Cegelski

You won’t last long in any sales leadership seat if you can’t forecast accurately
Accurate forecasting rests on the foundation of deal-by-deal process adherence and scrutiny
I’ve always operated with a 5 quarter forecasting cycle. Apply very high scrutiny to the current quarter but you also have to look out for pipeline health issues down the road by region and by segment. This will also guide you on where to allocate sales capacity and marketing spend.
“Do nothing” is your biggest competition right now.