26-Chokepoints in your revenue pipeline?

What constitutes your most significant revenue-pipeline challenge?

Quality leads? More leads? Greater awareness in target markets? Shorter sales cycles? Less attrition among qualified leads? Greater closing rates? Better, louder word-of-mouth referrals from customers?

What’s the real demand for your technology in enterprise marketing groups?

How many of your deals were already budgeted categories of investments? Newly defined after interacting and collaborating with end-use executives? Ill-defined or poorly labled needs? Symptoms but no named solution?

How many net-new leads would it take to bust the sales quotas for each of your salespeople?

How many real deals do you have in your pipeline? How many calls on an account does it take to develop a real opportunity?

How many more deals could you close if your best customers peer-coached buyers in your sales pipeline?

How many referencible accounts do you have? If asked by a neutral third-party, what would they say about their journey with you? About why they chose you over competitors?

How many more licenses could you sell into your account base if internal change management evaporated as an issue?

What’s your ratio of deals sold to successful customers? 5 to one? 10 to one? How much time passes between deals sold and full customer success?

The figure below depicts four simple ways of improving your deal flow:

• Executive briefings that examine your current lead generation and engagement systems, uncovering ingenious, low-cost ways to improve the quality and volume of read-to-engage sales prospects as well as hyper-efficient ways to generate prospective buyers and partners in various social networks;
• Thought Leadership Summits that bring “net new” leads to your sales team;
• Innovation Leadership Summits that speed the purchase decision-making processes of accounts already in your sales pipeline;
• Next Practice Academies that speed full adoption and enterprise-wide roll-outs of your technology.

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1. Executive briefings

Executive briefings deliver a one-day opportunity discovery workshop and discussion, addressing this essential question: What’s the real demand for your technology in enterprise marketing groups?

Agenda topics often include:

• Market structure, competitors, and trends
• Customer requirements for automation in marketing operations
• Entry-point solutions and common painpoints
• Go-to-market strategies, tactics, and partners
• Social media and networks
• Outliers: certification of consultants and deal finders

2. Thought Leadership Summits

Thought Leadership Summits (one-day executive off-site events) and opt-in deal flow database deliver 1300-plus confirmed buyers, most represent “net new” leads into your sales pipeline. Thought Leadership Summits address this essential question: How many net-new leads added to your pipeline would it take to bust the sales quotas for each of your salespeople and channel partners? MORE

3. Innovation Leadership Summits

Innovation Leadership Summits (one-day executive off-site events) speed the buying process of qualified prospects, especially developed opportunities now stalled in your sales pipeline. Innovation Leadership Summits address this essential question: How many deal could you close if your best customers peer-coached buyers in your sales pipeline?

4. Next Practice Academies

Next Practice Academies (two-day end-use customer events; usually offsite) unlock installed-base revenue potentials, using operational reviews of new systems, small-group peer-insight and coaching sessions, and bottom-up change management processes to speed user acceptance and full-scale rollout of your technology. Next Practice Academies address this essential question: How many more user or application licenses could you sell into your accounts if internal resistance to change evaporated as an issue?

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