In this session, 6sense’s Mac Conn (VP of Commercial Sales) and David Doloboff (VP of Global Business Development) discuss effective business development pipeline reviews. Stressing the importance of inclusivity, they emphasized the presence of key stakeholders as a vital component for comprehensive reviews, including:
- Sales
- Marketing
- BDRs
- Field employees
Mac and David recommended establishing a uniform method for looking at the numbers every week to spot patterns and inconsistencies. They presented an example of a color-coded system, using “pink” to represent areas needing improvement and “green” for areas performing well. While addressing the pink zones is crucial, it’s equally important to understand the reasons behind success in the green zones and apply those strategies elsewhere, they explained.
Finally, the two highlighted the importance of making these meetings engaging and enjoyable. Creating a collaborative approach fosters a “swarm” mentality, where everyone works together to solve problems and celebrate successes. The most effective pipeline reviews are those where every participant feels valued and heard.
