Partner-sourced pipeline for services firms
Partner-sourced pipeline works when you give partners a reason to bring you in. Here's how services firms build it account by account instead of hoping.
3 min read
Blog
Tagged pipeline Page 3
Every post tagged pipeline.
Referral pipeline that doesn't depend on luck
Referrals feel random, but they come from a few people you can name and work with on purpose. Here's how a services firm builds a referral pipeline.
3 min readExpansion pipeline from existing clients
Your best new pipeline sits inside accounts you already serve. Here's how to watch current clients for signals and pitch the next engagement early.
3 min readThe weekly pipeline meeting for small firms
A small services firm needs a thirty-minute weekly pipeline meeting built around accounts and next moves, not a forecast ritual. Here's how to run it.
3 min readRe-engaging closed-lost accounts
A closed-lost account knows you, and that's an asset. How to tell when one is worth reopening and how to come back with something new.
3 min readCleaning a target list in an afternoon
A practical way to clean a services target list in one afternoon. Cut the wrong fits, sort the quiet from the live, and leave with a list you'll work.
3 min readWhy your CRM is full of dead accounts
CRMs fill with dead accounts since nobody removes them and nothing tells you which ones woke up. Here's why it happens and how to keep the list alive.
3 min readPlan next year from the accounts, not the quota
Annual plans built backward from quota produce activity targets. Plans built from real accounts and their signals produce pipeline you can trust.
3 min readFirmographics are the start, not the answer
Industry, size and location tell you which companies could buy from you. They don't tell you which ones will. Here's how services firms close that gap.
3 min readSDRs in services firms. Yes or no
Should a services firm hire SDRs to book meetings? A direct answer on when the model works, when it backfires, and what to build in its place.
3 min readComp plans that reward Stage 1
How services firm leaders can build sales comp plans that pay for real first conversations with the right buyers, not just closed deals or raw activity.
3 min readThe ideal customer profile most firms skip
Services firms define their ideal customer by size and industry, then skip the part that predicts a deal. Here's the profile of the moment, not the company.
3 min readTiering accounts without overthinking it
Account tiering doesn't need a scoring model. Here's a simple way to sort target accounts into tiers by fit and signals, and keep the list moving.
3 min readHow many accounts one seller can really work
A seller working big services deals can't cover hundreds of accounts. Here's how to size a real account list, split it by activity and keep it honest.
3 min readSecond-degree connections are a pipeline
Your second-degree LinkedIn connections are a pipeline you already own. Here's how to find the right ones, pick the best path and ask for the intro.
3 min readCoverage math for services firms
Pipeline coverage math borrowed from software misleads services firms. Here's how to work out the coverage you need from your own wins and cycle times.
3 min readWhat a new CFO means for your services pipeline
A new CFO changes how every services deal at an account gets judged. Here's what the signal means, when it opens a door and how to reach out.
4 min readMost quarters are lost in Stage 1
Services quarters are decided months early, in Stage 1, when a seller earns or fails to earn real first conversations with the right buyers.
4 min read