Emilio Garcia breaks down three ways to grow pipeline revenue: get more deals in the door, improve your close rate by attracting qualified buyers who understand your pricing and positioning, and educate prospects deeper on your product's value and competitive edge.
So if you say, well, how do I increase the turnover of the pipeline? Well, there are some levers that you can use, and I like to mention them all, right? Is if you want to get off the, on the other side with more revenue, the easiest one or the obvious one is get more deals, right? If everything is the same, you're closing them at the same speed, at the same percentage of success. And at the same size, if you get more deals into the pipeline, you will have more turnover of revenue, right? So that's the one metric that is important, right? How many more deals are— do we have? That's one idea. The second one is, well, what if we close them at a higher rate? Because unfortunately, compared to inventory, not all your deals close won, right? A ton of them close lost. So if we somehow can bring in not just more leads that have commercial intent, right? Increase the chances that more people come in and ask for our services, but we do that, we do it in a way that we bring in more qualified people in the sense that they know better our offer. They understand better how we are different. They understand better what our strengths, pricing, all those things, how we compare to competitors, right? So you more educated buyers, pretty much that's what you're saying.
