Lead Playbook: Fixing Your Pipeline Problem
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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
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Lead Playbook: Fixing Your Pipeline Problem