In this short segment of the Revenue Builders Podcast, we revisit the discussion with Chris Vik, CRO at Leapwork, to discuss the critical role of pipeline generation (PG) in both sales and recruiting. Chris challenges the notion that PG is dead, emphasizing the relentless effort required from leaders to inspect, inspire, and engage their teams. He also highlights the importance of leaders taking ownership of recruitment rather than outsourcing it, ensuring they build high-performing teams. Tune in to learn why getting “in the pit” with your reps is essential and how to recruit top talent—even as a lesser-known company.

KEY TAKEAWAYS

[00:01:00] Pipeline Generation Isn't Dead – Leaders must commit to driving PG consistently.
[00:02:00] The Role of Leaders in PG – Inspiring and supporting reps is critical to success.
[00:02:30] Getting ‘In the Pit’ – Leading by example fosters accountability and growth
[00:03:00] Recruiting as a Team Sport – Why leaders should be hands-on in hiring.
[00:06:00] The Art of Recruiting Top Talent – Overcoming objections when hiring for a lesser-known company.

QUOTES

[00:01:00] “PG isn’t dead—you just have to do it the right way.
[00:02:00] “Your job as a leader is to help people get unstuck.”
[00:02:30] “If you're not in the pit with your reps, how can you coach them?”
[00:06:00] “Recruiting is a team sport—don’t outsource your dream team.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/data-driven-decision-making-with-parm-uppal

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Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results. 
 

This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale. 
 

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