#business development, managing your people, not the funnel

Stop managing your pipeline and start managing your people

Andrew Adams talks about “… most companies spend[ing] too much time, money and energy on measuring and managing the pipeline rather than managing and improving the quality of leads that go into – and ultimately come out of – the pipeline” – a really valid point.

Having also making the point that “… the pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made” it is always interesting to understand where a business places focus.

The full #typed note is here …

#business development, prospecting using cold emails

Prospecting using cold emails

If the new business food chain is composed of cold email, no response, follow-up email, no response, failed cold call then what are some tactics that can interrupt this?

Some initial considerations:

Who can we find through research that is likely be best candidate for a decision maker?

Whomever, they will be receiving up to 100 cold email per day so they won’t be likely respond

We can’t track if they read the email

The follow-up is then another email or a cold call

The full #typed note is here …