Why you need a specific day for Pipeline Generation

In sales, structure and consistency are key to success. One effective method to drive predictable pipeline growth is dedicating a specific day each week to pipeline generation (PG).

Welcome to the concept of PG Tuesdays—an idea designed to give your outbound sales efforts a focused boost. Here’s why it matters and how to make the most of it.

Why Dedicate a Day to Pipeline Generation?

First, we must understand and clarify, “Why are we dedicating a specific day to pipeline generation?” Isn’t the entire point of the SDR/BDR role all about building pipeline?

Yes, but there is a great deal of nuance when adding new accounts and contacts to your pipeline vs. working your existing pipeline.

Sales reps thrive when they have a clear and structured schedule. Having a dedicated day ensures that no matter the distractions or deal-related activities, there's an unwavering focus on prospecting.

PG Tuesday is the day when everything centers around one goal: building a robust pipeline.

Key benefits include:

• Consistency in Prospecting: It becomes a non-negotiable part of the sales rhythm.
• Collective Team Focus: Everyone is aligned, creating a collaborative energy around prospecting.
• Better Time Management: Minimizes distractions like internal meetings and allows dedicated attention to outbound activities.

Preparing for PG Tuesdays

To maximize the impact, preparation is essential. Here are steps to set up for success:

1. List Building

• Timing: Organize your contact list either the night before or early in the morning before peak call hours.
• Focus: Spend at least 1-2 hours lining up your targets. Whether it's new prospects, closed-lost opportunities, or follow-ups on previous outreach, your list should be ready before making the first call.

2. Call Blocks

• Data-Driven Scheduling: Use data to identify the best times to call (e.g., the “golden hour” of 8 a.m. to 9 a.m.). If Tuesdays aren't ideal for your market, consider an alternative day.
• Uninterrupted Efforts: Block out 1-2 hours strictly for calling. Focus on making back-to-back calls to maintain momentum and energy.

3. Follow-Ups

• Allocate time after your call block to send follow-up emails or complete any other necessary actions, such as adding new contacts or notes from the conversations. Orum’s AI summaries can help speed up this process, but ensure you dedicate a solid hour to this task.

Structuring Your Day

A typical PG Tuesday could look like this:

1. 8:00 a.m. – 9:00 a.m.: Call Block 1
2. 9:00 a.m. – 10:00 a.m.: Follow-Up Emails
3. 10:00 a.m. – 11:00 a.m.: List Building for Later
4. 11:00 a.m. – 12:00 p.m.: Call Block 2
5. 12:00 p.m. – 1:00 p.m.: Lunch Break
6. 1:00 p.m. – 2:00 p.m.: Social Selling Activities (scheduled for the end of the day to avoid distractions)
7. 2:00 p.m. – 3:00 p.m.: Call Block 3 (if applicable)
8. 3:00 p.m. – 4:00 p.m.: Wrapping up and reviewing outcomes

Social Selling Tip

Complete LinkedIn or social activities at the end of the day to minimize distractions. Social platforms can lead to unproductive rabbit holes, so reserve this as a wind-down task.

Manager’s Role on PG Tuesdays

Sales leaders and managers play a crucial role in keeping the team on track. Here’s how:

1. Active Participation

• Be present with the team, whether physically on the sales floor or virtually. Walk around, check in on call blocks, and offer support.
• Use coaching opportunities to help with objections and maintain high energy.

2. Accountability and Support

• Inspect and ensure reps are focused on pipeline tasks. Remind them not to get sidetracked by other non-revenue activities.
• Organize fun and engaging activities or competitions to drive motivation, like games or performance incentives.

3. Breaks and Balance

• Encourage short breaks and make sure everyone has time to recharge. Play background music, like binaural beats, to help reps focus during quieter tasks.

PG Tuesdays aren’t just another day in the week; they’re a crucial pillar for driving pipeline and hitting targets. With dedicated focus, proper preparation, and supportive management, you can turn PG Tuesdays into a powerful ritual that delivers consistent results.