PIPELINE CULTURE HAS ERODED...

Building pipeline pre 2003 felt easier

From the year 2008, what happened forcing this simple model to implode?

Prospects disappeared behind a wall of technology, rendering them almost unreachable...

"Pipeline moved from strategic to tactical work with sellers becoming the primary unit of execution and strategic decision making on how to deliver with CXO becoming less involved"

Those decisions enabled the rise of the the second wave of prospecting technology which promised a golden age of effortless , human to human conversations manufactured by:

The second wave is crashing!

WINTER IS COMING!

“Growth at all costs has been replaced by measured growth
as high tech companies enter the age of efficiency”

- Jos White, Founder of MessageLabs (Acq by Symantec) and Prinicpal at Notion Capital

"Executive and sales leadership do not understand B2B replacement
and displacement dynamics, and almost exclusively focus all
resource, effort and strategy at identifying the top of the market"

Failure for all is based on a failure to understand the selling windows available.  Market dominance happens when you activate conversations at scale

Thesis: The urgent commercial requirement for all executive revenue leaders is to Introduce a culture of  PipelineHeroes at the heart of your go-to-market strategies and operating rhythm

IN REAL LIFE THIS MEANS: 

Moving sellers from a conversation every 90 minutes to a conversation every 4 minutes. Imagine 850-1200% improvement on time and cost changing your pipeline culture.

Coach the aggregated data, not the individual seller: correlate skills to business outcomes and kill glitchy first line coaching behaviours overnight

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