The importance of deep diving into the operation to build the best pipeline.

By reading the book The Sales Development playbook: build repeatable pipeline and accelerate growth with inside sales I concluded many things about important items, and after implementing different pipelines for different enterprises one book's note caught up my attention about a thing that I always said:

THOUGHTS

The reality is that even testing and implementing several companies and because of that creating a pipeline's mold, each company has its peculiarity and necessity. The stages will be created mainly by two items: Where do you want to get the data? and What stage do you want to dismember for understanding better what is preventing the wheel rotation? Always thinking about don’t come back the lead's stage, because if you are doing that you will need to rethink your pipeline.

DISCUSSION

So the more you deep diving into the operation the more you become capable to make a pipeline that will please SDRs, account and SalesOPS and generate better insights. The questions that I want to discuss are When should I create a new pipeline? and When is it time to rethink and change the existing one?

AUTHOR'S ANSWER

I think that the pipelines are created by the difference of the lead path, like outbound and inbound leads, they have different paths and times. Separating in this way you can verify what stage the stagnation is occurring, by the amount of time and leads on stage. And about the second question, as I said, if you want to understand better what is preventing the wheel or if one stage doesn’t make sense anymore you will need to rethink the pipeline.