Pipeline velocity ≠ 12 emails in 2 days

When things don’t work

We’re taught to …push harder

This is traditional wisdom & doesn’t seem to work always

But if you’re trying to accelerate deals in your pipeline

Sending 12 emails in 2 days is DEFINITELY not going to work

Doing this will ensure you get spam-blocked

So, what do we actually do to increase pipeline velocity?

Now here are 4 effective tactics you can add to your ABM playbook:

1. Follow your champions

Satisfied customers who join a new company are very likely to recommend you and your product/service.

Follow the train and use the relationship to your advantage

You may get into a new company because your champion moved there

2. Right Data > More Data

There may be 10,000 data points out there

The trick is in choosing the right signals (the ones you can act on)

The ones sales can use to close faster

And of course, act on this data with personalized attention

3. Brand Awareness

Use targeted ads as air cover to stay top of mind.

If running too many 1:1 personalized ads seems like a lot of work to you

You know which platform will help (enter Recotap)

4. Demand Acceleration

Figure out your prospects’ pain points

Now run ads that specifically address these concerns only to that account (Recotap can take care of this)

Now that your pipeline velocity is up, don’t forget the payload

Choose the right ICP fit accounts ONLY to ensure maximum lift-off