Chalk and Talk: Growth Matters International’s Interactive Sales Leadership Event
Growth Matters International recently launched a series of global Chalk and Talk events, with the second event hosted in London on the 18th of June. Getting a group of highly successful and motivated Sales Leaders can be challenging but the dialogue, feedback and interest in the topic was refreshing and confirmed how important it is to get your pipeline right. This event is part of our global expansion efforts, building on successful partnerships with major organisations such as Adobe, Cummins and Investec. The event provided a dynamic space for sales leaders to share insights, refine approaches, and explore new strategies for driving sales excellence.
A Dynamic and Interactive Session
This Chalk and Talk session provocatively focused on the question “Pipeline vs Pipe Lies”, a topic that keeps Sales Leaders up at night. Our CEO, Tony Cross, led the discussion by reminding us all that “The role of a Sales Leader is not to grow sales but it is their role to grow sellers who grow sales”
This set the stage for an insightful dialogue on the role of sales leadership and navigating the pitfalls that surround sustainable success related to forecasting accuracy, pipeline health, deal progression. Attention was paid to the criteria that make up a healthy pipeline Value, Velocity, Volume, and Shape.
Topics such as:
· Typical Pipeline Shape: Why are typically 72% of deals in the mid stage of progression and never move
· What makes up a healthy pipeline: With the right mix of Value, Velocity, Volume, Shape the age old discussion of coverage vs target becomes less important
· Why do my deals slip: Lack of deal advancement, deals stalling, deals in the wrong stage in CRM, lack of deal progression which can be mitigated by dedicated deal coaching
Key Takeaways and Actionable Insights
The value of Chalk and Talk lies in the open exchange of insights among experienced sales leaders. Key takeaways from the session included:
· The importance of prioritising high-value activities that drive pipeline health
· How better deal qualification leads to stronger pipelines and higher conversion rates.
· The need for coaching that develops people rather than just inspecting performance.
· The power of understanding the gaps that exist and misalignment between what the customer is expecting vs what the company is proposing as part of value creation.
Please join Growth Matters in Melbourne on the 24th of July and London on the 17th of September for another captivating session. Save the date NOW and details will be following soon. Have a great summer and remember Growth does Matter.
By Barrie Crow
