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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: How Can You Guarantee Your Pipeline Is Full When Your Network Dries Up?
Description: "What do you do when the referrals from your network dry up?", asks Christian Banach. One option is outbound, but this is a very different proposition to working ones warm market. You have to modify your expectations. These deals usually take longer, have much lower conversion rates and the thinking behind such campaigns is usually fatally flawed, short term and selfish.
Christian and I discuss the importance of establishing realistic expectations between the agency and the client. Cold campaigns as frequently a knee jerk reaction to a weak pipeline and looming failure to hit quota. We explore...