181 (Lead): How to Bulletproof your Team's Pipeline with the So-What Train and Win Strategy Docs with Rebecca Feiten @6sense

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Split 1:1s and deal reviews — don’t try to combine a professional development chat with a pipeline review! Before a pipe review, ensure your reps pre-select the deals they want to review and prepare win strategy docs, mapping out all key external stakeholders. Beat up the deals with the so-what train. Keep asking so-what to uncover the implication of the pain — until you don’t have an answer anymore, that’s what you need to find out. Two questions to determine if a rep is ready to be a manager: Can they clearly communicate why they’re winning? And are YOU learning from that rep? PATH TO PRESIDENT’S CLUB Director of Enterprise @ 6Sense Head of Sales, EMEA @ Outreach Director of Strategic Enterprise Sales, EMEA @ Outreach Strategic Sales Director, East & EMEA @ Outreach RESOURCES DISCUSSED Join our weekly newsletter Things you can steal