What’s up, everyone! 👋🏻

Sales leaders everywhere—whether you’re running a scaling machine or hustling to get your first deals—are all asking the same question:

What’s the secret to building pipeline in 2024?

Here’s the hard truth: no one knows. But telling your team to make 500 dials a day? It’s not cutting it anymore. The game has changed. People aren’t picking up the phone (think about how many times a day you silence those spam calls…). And effort doesn’t always equal results. So, what now?

Get reflective. Ask yourself:

1. Is your ICP dialed in? Spray-and-pray is dead. If your ICP isn’t sharp, you’re burning time chasing the wrong leads. And let’s be real: this is not breaking news. You already know this. But chances are your ICP still might need a little refining.

2. How’s your data? Outdated or inaccurate data is like showing up to a knife fight with a spoon. The best teams are doubling down on having clean, up-to-date information. Are there gaps with how your reps are inputting data? Are you missing critical insights? Why? … It’s time to figure it out!

3. Do you need a new channel, or a new motion? Everyone’s buzzing about things like referral, affiliate, or network-led approaches. Are you experimenting? You 1000% should be. There’s really no excuse not to. You never know what may strike from trying something new!

‍4. What’s your coaching game look like? Good reps are struggling. Bad reps are drowning. Your investment in ongoing, real-world training matters more than ever. The problem? Even managers are having a hard time baking training into their day. And that’s their damn job! It’s no surprise so many AI coaching companies are popping up: this is a major issue in sales in 2024.

‍5. How are you staying human? It’s an AI-saturated robot world, and guess what? Humanity’s your competitive edge. A genuine connection—whether through handwritten notes, creative gifts, or a shared experience—can break through the noise.

The companies winning today are the ones willing to adapt. They’re not clinging to yesterday’s tactics. They’re leaning into experimentation, refinement, and—most importantly—relationships.

Your next step? Take an honest look at the strategy you’re operating with and ask yourself:

What are we doing to truly stand out?

What are we holding onto that needs to change?...

The answers might surprise you :)

— SL