Sales Pipeline Velocity: Optimizing for Top Performance


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In this insightful episode, Molly McKinstry, Head of Sales at Calendly, along with host Joy Dumandan debunk common myths and look at the various factors that come into play when measuring sales velocity. They discuss the various strategies and techniques for customizing the sales process and pipeline management, such as using CRM, conducting market research, and building personal relationships with potential customers.

Key Takeaways


  1. Asynchronous Tools Have Become a Must-Have Post Pandemic: Asynchronous tools allow team members to communicate, share information, and work together on projects even in a remote work environment. It enables them to communicate with customers and prospects remotely, which is essential for companies that have seen a decline in face-to-face sales interactions due to the pandemic.

  2. Be Clear on the Problems of Your Customers: By understanding the specific challenges that your potential customers are facing, you can tailor your sales pitch and product/service offering to address their needs more effectively. It’s also important for sales teams to gather information about the market, industry, and the specific needs of the customers, to better understand what their customers are trying to solve.

  3. Remove the Obstacles that are Creating Friction in the Customer Journey: In today's fast-paced business environment, customers expect a seamless and efficient experience when interacting with a company. Companies need to remove the obstacles that are creating friction by taking a customer-centric approach, simplifying the process, using customer feedback to identify pain points, and leveraging technology and automation to make the customer journey faster and more seamless.

  4. Market Expansion is A Key Way to Sell During an Economic Downturn: Market expansion is a strategy that companies use to increase their revenue by reaching new customers and entering new markets. In a down economy, where the overall demand for goods and services may be low, market expansion can be a key way for companies to continue growing and selling. Expanding into new markets can also help companies to diversify their revenue streams, which can provide a buffer against economic downturns.

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