A Performance-Based Opportunity Pipeline Build Method for Account Executives
THE PROBLEM
- Not enough pipeline to hit targets
- Erratic deal velocity
- Advancement of opportunities inconsistent or lagging
- Conflicting directives for consistent pipeline build
- Disorganized pipeline build campaign design & deployment
- Account Executives not effective in prospecting qualified opportunities
- Integrated approach to maximize pipeline success
- Predictably achieve targets
- Execute method across all funnels & pipelines
- Sponsor and socialize throughout the organization
PROPOSED VALUE SOLUTION
KNOW WHERE YOU ARE
- Data: How good is it? What rigor is in place to keep it up-to-date and accurate?
- Status: What is the current pipeline volume? By stage? By segments? By conversion rate?
- History: How is source, size, segment and conversion trending?
- Origin: What sources provide the best won deal results? Lost opportunities?
