Join host and Harvard Business School Online Creative Director Chris Linnane as he sits down with HBS faculty to discuss business education in a way that’s both entertaining and insightful. The Parlor Room is your key to breaking down academic theory without sacrificing depth—all while gaining practical takeaways for navigating the business world.
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Lead Playbook: Fixing Your Pipeline Problem
MP3•Episode home
Manage episode 428328747 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable
- Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those
- Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts
- Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind
RESOURCES DISCUSSED
387 episodes
MP3•Episode home
Manage episode 428328747 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS
- Ensure there is a financial plan that walks through the pipeline conversion assumptions to keep your team and your partnering teams accountable
- Do not try and fix something that's working in order to compensate for low metrics, look at the indicating metrics and fix those
- Have Account Executives dedicate 20% of their time to prospecting a set list of walled off (named) accounts
- Break out your inbound and outbound metrics to make it easier to diagnose the problem if one of those two metrics is falling behind
RESOURCES DISCUSSED
387 episodes
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