It’s the beginning of March 2024, and I have generated around 40 net new opportunities this quarter, and all signs indicate that I’ll end the quarter with 50 or more opportunities.
Let me explain how this happened:
I’m good on the phone, but my great strength in prospecting is my messaging. It’s also the only way I know that is scalable.
To get to this quarter’s results, I have to go back in time.
When I started my new job as an account executive a couple of months ago, I started with cold calling because I didn’t had a feel for my target audience and what their pain points were. At peak times, I would make up to 100 cold calls a day to better understand my target group. Each call helped me better understand my industry, the people who work in it and how they work.
Based on this knowledge, I began to set up my first email sequences. With each sequence, with each A/B test, the message became more precise. The right subject line leads to a high open rate, name dropping creates trust and addressing the pain point ensures that people identify with the message. A clear call to action at the end of the mail leads to the meeting. I’ve found that less text is better, because nobody wants to read an email that’s as long as a novel from someone they don’t know.
When everything is in place, then it’s time to fire. I am working for a start-up with many green field accounts which also means I was not limited by a fixed set of named accounts.
As a result, I was able to generate fully automated an opportunity pipeline while at the same time I had time to take care of my existing deals.
I don’t know if I will ever generate so much pipeline in one quarter again in my life.
What are your strategies for pipeline generation?