Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This edition focuses on pipeline - revenue and people pipeline. 

We will share tips to form good habits in our blog that can be applied to any aspect of a job that you might not love. 

⚡SCALE UP FOUNDERS BREAKFAST

Building Your Personal Board To Scale

Emma hosts the Scaleup Collective Founders' Breakfast on July 4th. 

Scaling a business for founders can be tough when the passion and knowledge is all in your head. Emma will discuss how to scale your team in a structured way, using your Personal Board, to ensure you maximise productivity by creating a great onboarding experience.

This is an invite-only for founders - if you are interested in attending please email [email protected]. 

⚡MUST READ BLOG

Successful (Sales) People Develop Great Habits

'Pipeline cures all ills' or

'Pipeline covers all sins'

Whichever your favourite pipeline saying, the premise is the same. The more pipeline you have, the better options you have for closing revenue (and the less you will have to negotiate).

For sales teams to be predictable - pipeline generation must be a habitual task - week in, week out.

With pipeline generation being one of the more difficult tasks in day to day sales, we have to make it habitual to ensure it gets done.

Regular pipeline generation reaps huge benefits for salespeople - more choice of deals, greater coverage of your numbers, less risk in the forecast, growing confidence and less negotiation.

Like the gym - the more you make time for the hard yards, the greater the rewards.

Reading for Sales Pipeline:

⚡Clarify:  

Lead Generation - A little less volume, a little more value. 

With companies tightening their budget, leads are harder to come by. 

The optimal approach in a tight market is to switch to outbound lead generation that harnesses the cumulative power of your sales and marketing efforts. This calls for efficient, low-waste strategies using smart people and approaches where sales and marketing work hand in hand.

Focusing on your Talent Pipeline:

⚡Yahoo Finance: 

Securing Talent in a Tight Market

PageUp, a global leader in Talent Acquisition solutions surveyed 185,000 applicants worldwide to understand what really matters in the hiring process. The findings give leaders valuable insights on how to secure talent in the face of ongoing shortages.

⚡Sifted: 

Go Cardless laying off 15% of its global headcount, and senior management headcount by 25%. 

The funding drought is prompting many previous high growth fintech companies to make moves towards prioritising revenue. It’s all about revenue!

Building Networks for Future Pipeline:

⚡How is your network building your pipeline of opportunities? 

Pipeline Generation isn’t just about banging the phones to make sales. Pipeline Generation can be building networks and contacts to help bring new opportunities to you over the long term - whether that's funding for startups, sales for revenue generators or even a pipeline of career opportunities.

Advisors and connections are there to help explore all options for you - extend your opportunities - and also create a backup plan for when things get a little tough.

Featured with a number of industry experts, Emma recently featured in THE STYLIST MAGAZINE, discussing 7 ways to start building your career back-up plan.

⚡Revenue Builders Podcast 

Recruiting & Hiring Top Talent

Building a pipeline of talent is imperative for all sales managers. But how do you judge past performance to indicate future trends?

Mike McSally (Talent and Recruiting Expert), Hollie Castro (Chief People Officer at Miro), and Bill Cea (Managing Director at Foster Beck) recorded this back in March but it's worth a refresh on the challenges of pipelining candidates and best practices to mitigate risks.

⚡inspir'em guide: Pipeline Management Basics