How to: Build More Pipeline

By Troy Munson

Hey - it’s Troy, Dimmo’s CEO. More importantly: Liam’s Dad.

My professional life has been consumed by sales (someone please save me). Sales can be broken down into three chunks: generating pipeline, moving pipeline, closing pipeline. That’s all there is to it. Today, let’s talk about generating pipeline.

^{Here’s what you’re in for:}

• Write better emails to increase reply rates.

• Increase meetings booked through cold calling.

• Use videos and pictures to book outbound meetings.

A few ways to generate more pipeline

I believe cold email and cold calling are the most effective channels for pipeline generation. Also, there’s more than one way to be successful with these channels. What works for me might not work for you. However, here are simple principles I like to follow:

Cold Email

I follow 6 simple rules when I’m writing emails and use Lavender for every email I write. Helps me be more clear. These rules are:

1. Try your best to keep the email 40-80 words.

2. Remove unnecessary filler words like “just reaching out”, “significantly better”, and “I’m reaching out because”.

3. Remove the use of “I” and “Me”. If possible, remove yourself from the email.

4. Keep the subject line 1-4 words. 2 is best.

5. Make your “call to action” short and clear. “Worth exploring?” is a great example.

6. Stop trying to sound smart. Write like how you would talk in person.

Cold Call

This is the fastest way to book meetings. Permission based openers are a great way to warm up with cold calling, but, to be honest, your tone is everything. Don’t let anyone tell you other wise. To increase cold call meetings you can:

• Use a tool like Trellus or Nooks to increase the number of dials you can do.

• Use a tool like SureConnect or Phone Ready Leads to dial people who are likely to pickup the phone.

• Use a tool like upcell to get accurate mobile data in your workflow, without needing to learn another tool.

ps - if you want to practice cold-calling with AI bots to get a feel for it, use Hyperbound.

Use Videos and Images

One of my favorite things to leverage in my outreach is videos and images (like the one on the top of the newsletter!)

For videos, I use Sendspark because I can send ‘personalized’ videos at scale easily. Plus, they’ve got great integrations and analytics. Here’s a LinkedIn post that shares an example of how I structure my prospecting videos. 

BUT WAIT…. don’t sleep on using images for prospects. Fun fact: My highest reply rate via email comes from images using a whiteboard with their company logo on it. Like this:

And just like that.

If you focus on improving your writing skills, tonality, and creativity, you’ll be one step ahead of your peers and competition.

Next time we’ll be talking about..

• Moving pipeline through the sales funnel

Thanks for spending part of your day with Dimmo! See you next time — Troy

P.S. I’m trying to figure out how to automate more of the tedious BS in my day to day operations. Any tips?