It is truly fascinating to encounter a very competent GTM executive who doesn't understand that pipe generation, pipeline development, closing deals, and prospecting for the next wave all need to be continuous processes...
Interesting, Toni! I think another approach is to also not treat the excuses as excuses but as opportunities of improvement, whether in management or operations. For example, burning through pipeline is a pretty good improvement opportunity signal to create a dashboard surfacing next quarter pipeline or, if there is one, focusing forecast on also covering that and so on.
Yes. I think this is ultimately where this post should be steered towards. The “excuse” word just made this post a whole lot more accessible;)
It is truly fascinating to encounter a very competent GTM executive who doesn't understand that pipe generation, pipeline development, closing deals, and prospecting for the next wave all need to be continuous processes...
Happens to me every day.
Great read, subscribed!
Interesting, Toni! I think another approach is to also not treat the excuses as excuses but as opportunities of improvement, whether in management or operations. For example, burning through pipeline is a pretty good improvement opportunity signal to create a dashboard surfacing next quarter pipeline or, if there is one, focusing forecast on also covering that and so on.