Welcome to the first in a series of practical videos I’m recording to share with you how to build an efficient revenue engine that drives repeatable, predictable and scalable growth.
The concept is to take one important area of your go-to-market approach, and break it down into 5 principles that underpin its success, then break those down even further into short, sharp and achievable best-practices.
This way you can break down big goals into the building blocks that lead to success, and further understand how to manage and impact the inputs and behaviours that move the needle.
Your Pipeline Engine
In this first video, I’m diving into how you can build a strong pipeline engine, because assuming you’re able to close deals, this becomes the lifeblood of your overall growth trajectory.
I’ve built millions and millions of qualified pipeline from unicorns like Eventbrite, to pre-revenue and pre-PMF startups like Attest was when I joined, to scale-ups like Student Beans…and I’ve advised many other shapes and sizes of organisations on how to successfully approach their pipeline building too.
I’ve always taken an ‘all bound’ approach – that is combing marketing and SDRs – to ensure a strong, balanced pipeline engine. However the principles laid out in the video work whatever your particular approach is.
One other key thing to note is that I’ve built all this pipeline with a slightly unique perspective…I’ve also been accountable for closing the pipeline. This means I’ve never been interested in bloated pipeline numbers or vanity metrics because it wasn’t in my interest. Only great alignment between qualified pipeline building and efficient closing was on the agenda.
With that, check out this rapid-fire run through of how to set up your approach to building pipeline for long-term success!