Introduction: Effective pipeline generation is crucial for tech companies to drive growth and establish meaningful connections. In this blog post, we will explore the top three strategies currently yielding positive results in the industry. Additionally, we will highlight some common pitfalls that should be avoided. Use these insights to optimize your approach and drive success.
The Top Three Strategies:
- LinkedIn: Unparalleled Networking Potential
LinkedIn has emerged as the premier platform for tech companies seeking new meetings and valuable connections. With millions of professionals actively engaging on the forum, it offers an expansive network to tap into. You can connect with relevant individuals who align with your business objectives by leveraging LinkedIn’s advanced search filters, targeted messaging, and industry-specific groups. Engaging with thought leaders, participating in discussions, and sharing insightful content can significantly enhance your visibility and credibility. - Casting a Wide Net: Cover More Ground, Quickly
When utilizing LinkedIn, cast a wide net to maximize your chances of finding immediate deals. Create a list of all the decision-makers, influencers, and senior execs across your territory’s accounts. Plan to touch all of them, at least once, within a defined period (2-3 weeks). You will be more likely to find buyers who are experiencing pain today. - Cold Calling: The Best Way to Get A Meeting
Cold calling remains the best way to connect with new buyers, lay the foundations for relationships, and understand more about the buyers’ pain and business context. Pickups are becoming more and more infrequent. Be ready every time you make a dial – don’t fall into a self-hypnotic state. This means your energy and confidence levels are elevated, and your attention is focused.
The Relegation Zone: Pitfalls to Avoid
- Email: Messaging Into darkness
While email communication can be valuable, initiating cold contact through email takes work. Most of us are sensitized to spam and marketing emails. If responses to your personalized and targeted emails are low, you are probably wasting your time. - Focusing on 1-2 Accounts per Week: The Old Way
Although concentrating on a few high-value accounts each week may seem like a good idea, it lengthens the time to get into your accounts. Too many times, we’ve called into buyers who just did a deal with a competitor a few weeks ago. Waiting 10-12 months for renewal timing is not good enough. This approach will likely fail in today’s environment, resulting in missed quotas. - Office Phone Numbers: Almost Certainly a Waste of Time
Most professionals and decision-makers either do not have an office phone or do not regularly work from the office. You need a database of cell phone numbers to make your cold-calling efforts pay off. Sitting down for an hour of cold-calling with a list of office numbers is one of the least effective ways to get meetings.
Conclusion: By leveraging the top three strategies of LinkedIn networking, casting a wide net, and strategic cold calling, you can enhance your pipeline generation efforts and increase the number of opportunities to add to your pipeline. Additionally, avoiding common pitfalls like cold emails, focusing solely on a few accounts, and relying exclusively on office phone numbers, will save you a ton of low productivity time.