b2bmarketing pipeline

Building a Successful ARR Forecasting Model: A 3-Hour Team Journey to Boosting Business Growth

From 2022:

3 hours of building a pipeline & ARR forecasting model today with our team.

And it was awesome! 🔥 We built a model from the ground up to quantify the monthly pipeline needed to hit our ARR targets for the year.

There was no fear of conflict – we were disagreeing with each other a lot but it was built on a foundation of trust. And now we’re excited and committed to our plan.

See the pipeline forecasting model for a generic template of what we created.

Shoutout to Juan Jaysingh, David Apple, Scott Kincaid, and Danna Troncattty Leahy for a great session.

b2bmarketing demandgeneration pipeline

6 Proven Strategies to Boost Your Sales Pipeline Mid-Quarter: An Insider’s Guide

When pipeline creation is trending lower than expected mid-quarter… 🧐

Here are my favorite levers to increase it during the same quarter:

1️⃣ Looking at where the conversion rates are falling off & dig into why. 
It may uncover some process issues that could improve things in-quarter.

2️⃣ Review lead follow-up by the Sales rep / SDR & see if any didn’t get the right follow-up / Sales forgot to respond
(Ideally, this is automated with alerts but most companies don’t have this set up)

3️⃣ Reach out to old leads to see if things have changed on their end & they want to restart the conversation

4️⃣ Double check your audience targeting, ad frequency, CTRs, etc. in paid social
(Ideally always ongoing but most only check this monthly)

5️⃣ Increase impression share on top-performing paid search keywords 
(You spend more but may be able to take money from another area to cover it)

6️⃣ Talk w/ peers to see if it may be b/c of an industry / economic slowdown

What are your favorites for generating more new pipe in the same quarter?

b2bmarketing pipeline

Boosting Revenue with Effective Pipeline Strategies: How Paid Search, Social Referrals, and Rebranding Can Drive Your Business Success

A few of the programs that have driven substantial pipeline and revenue for us have been:

– Paid & organic search
– Paid & organic social
– Referrals

What’s made all of these work better for us?

– We have significantly re-worked our positioning & story
– We created new content
– We underwent a new rebrand

What are your biggest pipeline drivers?