Looking for ways to increase revenue from outbound, seller-sourced, closed-won deals? Meeting and exceeding quotas, accurate forecasting, closing more revenue per seller, and increasing productivity are usually at the top of sales leaders’ minds. Being an expert in these areas is critical to your success.
PG 1.0 – The past
Most sales teams take the easy road of sending product-level communications to low-level contacts that generate poorly qualified opportunities. We call this Pipeline Generation 1.0, or PG 1.0 for short.
Symptoms of PG 1.0:
- Team not hitting targets consistently
- Too few meetings
- Lots of meetings, few converting to new sales opportunities
- Stuck sales opportunities
- Prospects have ‘No Budget’
- Sales does not receive enough inbound leads
- Sales complains about lack of ‘brand awareness’ or collateral
- Poor email ‘deliverability’ rates.
- IT team is creating new email domains
Sled Dog Advisory now provides AI Prompt Engineering, enabling your entire team to take advantage of AI’s time-saving benefits while gaining access to best practices for personalized, crafted communications. The days of sending automated messages using outdated sales engagement platforms are behind us.
PG 3.0 – The future
PG 3.0 is the age of on-target messaging at scale, combining analyses of your target prospects’ business, your company’s unique or relative differentiated capabilities, and the unique background and history of your top executive contacts. This is the first time anyone is doing this today at scale.
When we refer to your target business, we mean the name of the company or division. When we refer to top executive contacts, we mean the specific person and their profile.
What’s the difference? You may think that your teams are adept at doing this today. We can tell you that very few are, based on our 20 years of sales leadership experience and 3 successful IPOs.
Why? Because it’s hard to do correctly. Not only is there a time element (the type of analysis can take hours per message), but this type of PG requires deep work: no distractions, intense focus, one- to two-hour blocks, use of working memory, and pre-frontal cortex executive function. Translation: it’s hard and requires dedicated time to focus.
If you want to help your sales team stand out and create messaging that ties to the initiatives that matter most to your target buyer, increase the average selling price, close the most prominent new logos, expand their footprint within current accounts, and close more revenue, PG 3.0 has to be part of your strategy.
With PG 3.0, your sellers will:
- Start conversations by discussing the highest priority and top business objectives that target executives at target accounts are focussed on NOW.
- Land more qualified meetings with executives at your target accounts
- Increase average deal sizes
- Close larger deals
- Close opportunities faster
- Forecast accurately
Let’s get started today!