Feels like the cobwebs have fully been shaken off and things are back in full swing.
A couple of things that I’m working on that I wanted to share with you today that I thought you’d find interesting:
AI Updates
Low Hanging Fruit for Quick Wins
AI Updates
Credit: Koconder
Really solid article on some of the things we’ll see emerge in AI over the course of the year. The ones that really caught me eye were AI agents, which I’ve written about before. Given that the ChatGPT store just released this week it’ll be cool to see what comes of it in terms of custom gpt’s.
Low Hanging Fruit for Quick Wins
I’ve mentioned in a previous post that our org has made some changes and it’s prompted me to re-think my account strategy.
This begs the question:
“What do I do to get wins and meetings on the board quickly?”
Given that we’re all starting off fresh, this might be timely. This framework should help to ideate ways to find leads quickly and get some wins on the board.
Most everyone’s funnel most likely looks like the following:
Lead>Meetings>SQL>Opp>POC>Closed Won
Ask this simple question:
“Why did this not progress at (stage)?”
Historic data is your friend: ie your CRM.
The thought process here is just working backward in the funnel.
There’s definitely nuance with your respective GTM motion, that’s okay. Simply asking that question quickly unlocks the following:
Who I should be focusing on?
Is this relevant now? (trigger)
It’s a pretty easy way to start finding low hanging fruit:
From Closed Won opps: Where is there expansion/upsell opportunity?
From POC’s: Why did this close lose?
From Opps: Why did the opp not make it as far as POC?
From Meetings: Why did this meeting NOT become an SQL?
From Leads: Why did we never get them on a call?
From a leads perspective this inevitably surfaced more questions:
Where was the lead from?
What was the interest in connecting and why?
Was it a prospect from a former company? Similar company?
Did that prospect have a preference in an incumbent or competitor?
What about events - how many leads from a conference or event converted and if not, why?
This then enabled forward thinking lead sourcing activities:
What are upcoming events?
Can I meet them in person at those events?
Based on the questions above what has changed where me/my product can make an impact?
Are there accounts with momentum where I can drive executive level discussions that can amplify deal size or accelerate deal velocity?
I won’t take all the credit here since I brainstormed this with my leader which was super helpful. It’s fun to poke holes on ideas and then riff out what would be good or not.
Confident that I can find at least 3 - 5 meetings that are well qualified and can then progress to get dollars on the board. It’s also an exercise I can revisit on a quarterly basis.
Hope this helps. If you have any questions, feel free to hit me up or check out these free resources.
As always, thank you for reading and see you all next week.
-Andrew K