The Audible-Ready Sales Podcast Taking Ownership of Your Pipeline
Nov 29, 2022
John Kaplan, an experienced enterprise sales leader and strategist, shares practical tactics for owning your pipeline. He compares your territory to a franchise. He explains verifying territory viability, building a repeatable plan, inviting collaborators, qualifying leads, and using customers for referrals.
AI Snips
Chapters
Transcript
Episode notes
Pipeline Generation Determines Income And Career Momentum
- Pipeline generation is a core, enduring sales skill that directly affects income, career progression, and pricing leverage.
- John Kaplan says pipeline “kills all ills,” enabling pricing courage and faster career moves when it’s strong.
Own Your Sourced Deals Instead Of Relying On Leads
- Do not rely solely on marketing or BDRs; take personal responsibility for sourcing at least a third of enterprise deals.
- Rachel Klepp-Miller cites research showing roughly one-third of closed deals are self-sourced by enterprise sellers.
Treat Your Territory Like A Franchise You Own
- Treat your territory like a franchise you own: you control the outcome but benefit from franchisor support.
- John Kaplan uses his friend's decision to buy a franchise as an analogy for betting on yourself and owning results.