{"id":11614,"date":"2025-11-17T18:22:11","date_gmt":"2025-11-17T17:22:11","guid":{"rendered":"https:\/\/www.leadforensics.com\/?p=11614"},"modified":"2025-11-17T18:23:31","modified_gmt":"2025-11-17T17:23:31","slug":"7-tips-for-a-stronger-sales-pipeline","status":"publish","type":"post","link":"https:\/\/www.leadforensics.com\/blog\/sales\/7-tips-for-a-stronger-sales-pipeline\/","title":{"rendered":"7 Tips for a Stronger Sales Pipeline"},"content":{"rendered":"

Giulio Segantini<\/a> is the founder of Underdog Sales<\/a> and has coached over 420 sales professionals. Also known as The Weirdest Sales Trainer, he boasts nearly 250,000 followers on social media.<\/p>\n

Giulio shared his straight-talking strategies for pipeline growth in today\u2019s market in a recent webinar, which you can also replay now<\/a>.<\/p>\n

1. Cold Calling Isn\u2019t Dead; It\u2019s Evolving<\/h2>\n

Cold calling is very much alive, but the old \u201cspray and pray\u201d method is history, Guilio warned.<\/p>\n

In today\u2019s landscape, simply dialing down a random list is ineffective and inefficient. Prospects are harder to reach and less tolerant of generic pitches than they were a decade ago.<\/p>\n

That means cold calls must now be smarter, more targeted, and value-driven. Instead of measuring success by dials alone, leaders need to focus on call\u00a0quality. Your SDRs must know\u00a0why\u00a0they\u2019re calling each prospect and how your solution genuinely aligns with that prospect\u2019s business.<\/p>\n

By researching and prioritizing ideal-fit accounts, an SDR\u2019s calls can feel less \u201ccold\u201d and more like relevant business conversations.<\/p>\n

\u201cHumans will always want to speak to humans,\u201d he said. \u201cIf you\u2019re an SDR, you should work on developing human conversational skills as much as possible. The ability to counter objections and ask the right questions will never go away, so that\u2019s what people should be focusing on.\u201d<\/p>\n

2. Arm Your Team With Tools to Work Smarter<\/h2>\n

During the webinar, Guilio discussed how a key part of building pipeline is leveraging technology to eliminate grunt work.<\/p>\n

Smart sales teams are already embracing AI and automation\u00a0to optimize their outreach. That means using tools for tasks like dialing, data sourcing, and pre-call research, so SDRs spend more time actually connecting with prospects and less time on tedious prep.<\/p>\n

Outdated, poorly targeted data is a pipeline killer, and no amount of effort will convert leads that were never a fit to begin with.<\/p>\n

But this can be countered with the right data and tools, from up-to-date contact databases to auto-dialers and sequencing software. Equipping your team with these resources is an investment that pays off in efficiency and results.<\/p>\n

\u201cThese days, the AI and tech is really built around how can we cut all the BS tasks,\u201d Giulio added, encouraging reps to adopt tools that simplify their workflow.\u00a0\u201cInvest in some of these tools\u2026 Buy data, buy a dialer. Get yourself those things that will make your life a little bit simpler<\/p>\n

3. Prioritize Intent Signals to Turn Cold Leads Warm<\/h2>\n

One of the most impactful pipeline boosters is focusing on\u00a0high-intent prospects, Guilio explained.<\/p>\n

Rather than calling completely cold, modern SDRs should prioritize leads demonstrating interest or need, because these warm signals are gold. For example, focus on those who have engaged with your website, content, or ads.<\/p>\n

That\u2019s because when a prospect has shown buying intent, even if it\u2019s \u00a0indirect, your outreach will be far more welcome and effective.<\/p>\n

Look for intent data and buyer \u201ctriggers, such as a prospect visiting your pricing page, a company hiring a new sales leader, or industry news indicating a pain point. This context lets your team strike while the iron is hot.<\/p>\n

\u201cIf someone is visiting my website, if someone is expressing a specific signal of something, there’s a higher chance they’re going to convert,\u201d Guilio said. \u201cFor example,\u00a0 I don’t really do much of warm calling, but if you send me a connection request on LinkedIn, and you’re an ICP, I don’t accept until I until I’ve spoken to you.\u201d<\/p>\n

4. Embrace a Multi-Channel Outreach Strategy<\/h2>\n

In the era of information overload, sticking to one outreach channel is a recipe for missed opportunities. Buyers have diverse communication preferences: some respond to phone calls, others to email, LinkedIn messages, or even SMS and video.<\/p>\n

That\u2019s why the\u00a0modern SDR playbook is firmly multichannel.<\/p>\n

Giulio stressed that top performers don\u2019t put all their pipeline-building hopes in one tactic; they orchestrate several touches across different media to break through. For instance, an SDR might start with a phone call, leave a voicemail, then immediately send an email and a LinkedIn connection request \u2013 all within a few minutes \u2013 to maximize the chance of getting noticed.<\/p>\n

This kind of coordinated approach builds familiarity (\u201cOh, I recognize this name!\u201d) even if the prospect didn\u2019t pick up the phone the first time.<\/p>\n

\u201cYou have to reach people in as many different possible ways to get them bought into what you\u2019re trying to sell,\u201d he said.<\/p>\n

5. Make It Personal and Tailor Your Pitch to the Buyer<\/h2>\n

No matter what the channel,\u00a0personalization is the differentiator\u00a0between outreach that resonates and outreach that gets ignored. And today\u2019s buyers can smell a templated sales pitch a mile away.<\/p>\n

Guilio urges SDRs to do their homework and craft messages around what matters to the\u00a0prospect, not just what you\u2019re selling.<\/p>\n

That could mean referencing a prospect\u2019s specific role or industry challenges, or opening a call with a quirky,\u00a0humorous hook\u00a0that shows you\u2019re not just another script-reading telemarketer. His own best-performing cold call opener is:\u00a0\u201cHey, this\u00a0is\u00a0a sales call\u2026 but it\u2019s a well-researched one.\u201d<\/p>\n

The goal is to demonstrate relevance in seconds and pique curiosity by speaking to the buyer\u2019s situation.<\/p>\n

Remember, as Giulio highlighted,\u00a0\u201cEvery person\u2019s favorite topic is themselves\u2026 yet most of the pitches are about the salesperson.\u201d<\/p>\n

You could try these opening lines for inspiration:<\/p>\n