Ops
Count reachability before you PIP anyone
Top 100 accounts, 200 contacts. Verified mobile and deliverable email on people who still work there. One provider is about half.
The loop
- 01Do not start with the red rowPipeline down is not a PIP meeting. The name next to the worst number is the path of least resistance, not the diagnosis.
- 02Walk the chain upstreamDiscovery to SQL, then meetings, then connect and response, then pain / Show Me You Know Me, then data accuracy. Miss one and the dashboard lies.
- 03Audit yourself first (BIPSY)Kevin Dorsey’s BIPSY: did the leader hand the rep conditions that can work? Most of the time the honest answer points up the org chart. Then audit the data.
- 04Count verified mobile and emailTop 100 accounts and 200 contacts. Same pass on the bottom 100 the new rep practices on. A real person who still works there — not CRM record count.
- 05Re-enrich the gaps, then decideFlag stale rows. FullEnrich waterfalls 20+ providers instead of betting the list on one. One provider covers about half. Only then talk about who is underperforming.
A PIP is a clean story for the board. Neil’s point is that pipeline sits at the bottom of a chain, and the break is often three weeks upstream in the list, not in the rep.
The interesting constraint is the count, not the coaching. Verified mobile and deliverable email on people who still work there. A rep at 140% effort against a half-open list looks like 70% on the dashboard. Discovery training does not fix disconnected numbers.
