Building a Pipeline

Building a pipeline (or "hit list") is an essential aspect of any BD or Sales operation. It can help prioritize your targets, organize your outreach, and keep team members accountable. This section covers how to create and manage a pipeline, and also how to find prospect contact information.


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Building a Pipeline

 Holger Luedorf

Don’t just run off and randomly approach partners.  Once the goals are set, the first thing the BD team or person should do is set priorities in terms of who your ideal partners are.  

 

Scott Britton 

I’ve been doing some smiling and dialing recently and thought I’d share some free resources to find corporate phone numbers. I’m listing these in the order of how I approach finding one. The hierarchy of this list is determined by a combination of accuracy and speed.

 

Scott Britton

I previously wrote about how to find prospect’s full name when you encounter a private profile. Unfortunately, this trick doesn’t always work because some people choose not to display their public profile…sigh. Fear not! I found a work-around that almost always solves this problem. Check out the brief video below to learn this tactic.

 

Scott Britton 

Here’s a few strategies to isolate the right contact at a large company.

 

Scott Britton 

Calling into an 1000+ person company and asking the operator who manages a particular initiative (i.e. digital marketing) often results into getting routed to a department voicemail that never gets checked. Why you ask? Because you’re signaling that you’re a salesperson whose unfamiliar with the company.