--- title: Pipeline generation bootcamp for B2B sales folk description: "Pipeline Generation Bootcamp: Sales training with tips on prospect research, calling, video in your sales outreach and how to leverage latest technology" image: https://bigbusinessagency.com/hubfs/HS%20spaceship.png --- [Skip to the main content](https://bigbusinessagency.com/insights/pipeline-generation-bootcamp#main-content) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo%20-1.svg "BBA logo")](https://bigbusinessagency.com) [![BBA-logo-dark-orange-white](https://bigbusinessagency.com/hs-fs/hubfs/BBA-logo-dark-orange-white.webp?width=175&height=134&name=BBA-logo-dark-orange-white.webp "BBA-logo-dark-orange-white")](https://bigbusinessagency.com) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) Search [Get In Touch](https://bigbusinessagency.com/contact-us) Toggle Menu Search Toggle Menu [Get In Touch](https://bigbusinessagency.com/contact-us) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) [Instagram](https://www.instagram.com/thebigbusinessagency/) [Linkedin](https://uk.linkedin.com/company/big-business-agency) - CPQ - B2B eCommerce - Customer Portal - Quote to Cash - Field Service Management **B2B Sales Consulting** - Big Deal Pursuits, Execution and Performance - Sales Strategy Consulting - Sales Process Consulting **Technology Implementation** - CPQ Implementation - Quote to Cash Implementation - HubSpot Integration - Proof Of Value - HubSpot Onboarding - HubSpot Implementation - Service Hub Implementation **Advertising Services** - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [LinkedIn Ads](https://bigbusinessagency.com/services/linkedin-ads) - [Google Ads](https://bigbusinessagency.com/services/google-ads) - [B2B Multi Channel Campaigns](https://bigbusinessagency.com/services/b2b-lead-generation) - LinkedIn Automation for Social Selling Campaigns (ads optional) **HubSpot Software** - Service Hub for Help Desk - Content Hub for Marketers - Sales Hub for Sales Teams - [Case Studies](https://bigbusinessagency.com/case-studies/customer-service-workflows-and-automation) **More Amazing Software** - Mobileforce CPQ - CommercePro - Commercient - Expandi 4 min read # My Pipeline Generation Bootcamp for B2B sales folk [![Picture of Johanne](https://bigbusinessagency.com/hubfs/Johanne%20Headshot%202.png) Johanne](https://bigbusinessagency.com/insights/author/johanne) : Feb 29, 2024 10:29:56 AM [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) ![My Pipeline Generation Bootcamp for B2B sales folk](https://bigbusinessagency.com/hubfs/HS%20spaceship.png) Pipeline Generation Bootcamp - Sales Training from HubSpot Academy In January I was offered an exciting opportunity to participate in HubSpot Sales training. But, with a full-time role in Sales and commitments to other projects, I was really unsure if I had the time to take on an intensive training bootcamp over the next few months, but as it turns out, I am so glad that I did! With a successful background in sales, getting insights into the HubSpot sales process really resonated with me. Having the opportunity to align our practices with the HubSpot approach seemed like a brilliant idea and I was confident that the training would provide a ton of value. Now that I've finished the training, I'm delighted to say I've graduated, 🎉 🦁 (IYKYK)....... I’d like to share my experience and some key takeaways that I believe are relevant for sales in 2024.  ## Rethink How You Research Your Prospect ![buyer persona image](https://bigbusinessagency.com/hs-fs/hubfs/buyer%20persona%20image6.jpg?width=224&height=168&name=buyer%20persona%20image6.jpg)With over 15 years of experience in sales, I have always made it a priority to conduct research on a company before reaching out. However, there are several key considerations to keep in mind before making that initial contact: - Have you taken the time to review the company's profile on LinkedIn and checked for any news articles to stay informed about any recent developments that may impact your approach? - Have you delved into the personal profiles of individuals within the company to gain insights into their processes and priorities? - Do you have a grasp of the persona of the individual you will be engaging with? Utilising tools like [Crystal Knows](https://www.crystalknows.com/) can provide valuable insights into different personality types. - Have you thoroughly explored their website to gain an understanding of their business areas and growth objectives? This goes beyond a simple lookup of the right person in the organisation. It's more about ensuring you have a solid understanding of the business before initiating contact. This better prepares you to effectively showcase how your offering can help them achieve their goals.   ## Start Helping The days of ![Alec Baldwin always be closing scene from Glengarry Glenross](https://media.vanityfair.com/photos/633b490861a5fa19b93f125b/master/w_2560%2Cc_limit/glengarry-glen-ross-coffee-is-for-closers-scene-alec-baldwin.jpg)"Always Be Closing" are long gone, what's more relatable is *“Always Be Helping”*.  I'm sure most salespeople are more comfortable with adopting a "helpful" approach to sales, rather than the old-fashioned "pushy, salesy" approach. The important thing to remember is to "be helpful" consistently throughout the entire process. In instances where the fit between you and the prospect doesn't align, it's best to acknowledge that and mutually agree that it's simply not a good fit. Similarly, if there is interest but a budget constraint, that's ok, simply direct your prospect towards your free resources in an attempt to help them further. Consistently provide value and be helpful throughout the entire process, regardless of the duration. While it may not result in an immediate win, prioritising "helping" others will ultimately lead to more opportunities than resorting to heavy-handed sales tactics.   ## Warm Calling    Traditional cold calling belongs in the past. Warm calling is a much more effective strategy for securing appointments with key decision-makers in your target accounts. Only connect with prospects who are a good fit and take the time to truly understand their business, challenges, and preferences. It's crucial to have a compelling message prepared. By delving into your prospect's social media profiles and website, you can uncover trigger events and valuable insights to personalise your approach. Look for common ground, whether it be a shared interest, connection, or group, to establish a meaningful connection.  No more scripted calls, use your playbooks to create guides to start and progress conversations and always with a "helpful attitude". ## Include Video       With video consumption continuing to rise, it's clear there is a huge demand for it. Video is an important element to include in your outreach to help people get to know you and build a connection.  It's a powerful way to make a lasting impact and help others effectively. Sending personalised videos in your emails to companies that you know you can assist is a no-brainer, so why don't we do it? And if you already use video, do you use it routinely in your sales activities?  There are numerous options/platforms to choose from today, many of which come with enhanced features compared to just a few years ago. It's worth spending some time exploring new features and products on the market.   ## Use Technology To Help You Succeed The technology stack you assembled years ago may no longer be suitable for your current needs. With the shift in the buyer's journey (towards embracing online options), sellers must also adapt to keep pace with change.  If your website fails to track visitors and isn't capturing website visits and prospect activity, you risk falling behind competitors who have this valuable information readily available in real-time. ![buyers journey](https://bigbusinessagency.com/hs-fs/hubfs/Screenshot%202024-02-22%20at%2014.44.11.png?width=2020&height=696&name=Screenshot%202024-02-22%20at%2014.44.11.png)   ![2022_Design_Icon_Prize_RGB_S](https://bigbusinessagency.com/hs-fs/hubfs/2022_Design_Icon_Prize_RGB_S.png?width=151&height=148&name=2022_Design_Icon_Prize_RGB_S.png)Many companies use CRM systems, but often not to their full potential. Today's CRM platforms are at the heart of every successful scaling business and HubSpot Smart CRM is ranked #1 by G2 software for four consecutive years, so clearly it's a good choice!  Some businesses are using multiple systems, for example, Salesforce as well as HubSpot. With advances in modern CRMs, this no longer makes sense. It's much smarter to consolidate on one customer platform that really delivers what your business needs. When it comes to tools to support your sales teams, there are too many options to list but here are the ones I think are worth a special mention.  [HubSpot CRM,](https://bigbusinessagency.com/big-business-agency-blog/why-choose-hubspot)and yes, not only is this best-in-class, world-leading CRM, it's free, so it's hard not to recommend it!  But pairing the core HubSpot CRM with [Sales Hub](https://bigbusinessagency.com/hubspot-sales-hub)and [Service Hub](https://www.hubspot.com/products/service#:~:text=Service%20Hub%20helps%20you%20gather,will%20drive%20your%20business%20forward.) takes it to another level, making [prospecting](https://bigbusinessagency.com/big-business-agency-blog/how-to-prospect-new-clients) and customer [HubSpot Onboarding](https://bigbusinessagency.com/hubspot-onboarding) a breeze! [LinkedIn Sales Navigator](https://www.linkedin.com/products/linkedin-sales-navigator/), helps you uncover target accounts that meet your [ICP](https://bigbusinessagency.com/big-business-agency-blog/ideal-customer-profile-icp-and-the-buyers-persona) much faster [ChatSpot](https://chatspot.ai/)- excellent free resource for researching your prospects [Crystal Knows,](https://www.crystalknows.com/)a personality profiling tool based on DISC profiling - can help making a successful customer connection a little easier [Dokio](https://bigbusinessagency.com/full-cycle-sales-enablement) for content creation and distribution for sales and marketing teams [Expandi,](https://bigbusinessagency.com/automated-linkedin-prospecting) integrates easily with HubSpot seamlessly pulling your new LinkedIn contacts into HubSpot (and that's just the tip of the iceberg) [Zoom](https://zoom.us/) - is by far the easiest-to-use tool for both 1:1 and group meetings. Zoom webinar features and integration options are excellent.   ### Was it worth it? Who knew a connect call could be fun, yes really! I got such a lot out of the training and whether you are a HubSpot customer or HubSpot partner I would highly recommend the bootcamp to anyone considering it. As a [Solutions Partner](https://bigbusinessagency.com/hubspot-partner-page), we collaborate closely with HubSpot, so it's been really worthwhile to intimately understand their sales methodology and how we can adopt it to help our customers meet their sales goals. By integrating effective sales strategies with robust software solutions, we aim to propel your business towards success. To take the next steps with your business growth, why not book some time with me using this[meeting link](https://meetings-eu1.hubspot.com/johanne-russell-smith/jrs)?    --- [![HubSpot Academy Certificate](https://hubspot-credentials-na1.s3.amazonaws.com/prod/badges/user/fa6bcfc9c0bd4e6e881c19eb05981ee5.png)](https://app-eu1.hubspot.com/academy/achievements/n5521x32/en/1/johanne-russell-smith/pipeline-generation-bootcamp)   ##### Useful Links [How to prospect new clients](https://bigbusinessagency.com/big-business-agency-blog/how-to-prospect-new-clients) [Top 12 B2B Sales Methodologies](https://bigbusinessagency.com/big-business-agency-blog/top-10-b2b-sales-methodologies) [Is the SDR role really dead?](https://bigbusinessagency.com/big-business-agency-blog/is-the-sdr-role-really-dead) [HubSpot Help](https://bigbusinessagency.com/hubspot-help) [How to get over 90% Pipeline Accuracy](https://bigbusinessagency.com/insights/how-to-get-over-90-pipeline-accuracy) - [Tweet](https://twitter.com/share) [![The B2B Sales Consulting Services Guide](https://bigbusinessagency.com/hubfs/Sales%20consulting%20Services%20blog.webp)](https://bigbusinessagency.com/insights/b2b-sales-consulting-services) #### [The B2B Sales Consulting Services Guide](https://bigbusinessagency.com/insights/b2b-sales-consulting-services) ![Picture of Johanne](https://bigbusinessagency.com/hs-fs/hubfs/Johanne%20Headshot%202.png?width=30&name=Johanne%20Headshot%202.png) [Johanne](https://bigbusinessagency.com/insights/author/johanne) : May 6, 2024 1:37:05 PM Contents [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [I want to see more of this article](https://bigbusinessagency.com/insights/b2b-sales-consulting-services) [![A Comprehensive Guide to B2B Sales](https://bigbusinessagency.com/hubfs/Comprehensive-guide-to-b2b-sales.webp)](https://bigbusinessagency.com/insights/comprehensive-guide-to-b2b-sales) 1 min read #### [A Comprehensive Guide to B2B Sales](https://bigbusinessagency.com/insights/comprehensive-guide-to-b2b-sales) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Apr 8, 2024 4:06:54 PM To run your B2B business effectively, expand it and ensure its longevity, it's essential to take control of your lead generation and sales activities. [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [I want to see more of this article](https://bigbusinessagency.com/insights/comprehensive-guide-to-b2b-sales) [![Top 12 B2B Sales Methodologies - A Comprehensive Review](https://bigbusinessagency.com/hubfs/blog%20sales%20method2.webp)](https://bigbusinessagency.com/insights/top-12-b2b-sales-methodologies) #### [Top 12 B2B Sales Methodologies - A Comprehensive Review](https://bigbusinessagency.com/insights/top-12-b2b-sales-methodologies) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Feb 20, 2024 12:07:10 PM When it comes to sales, putting the prospect first is crucial. Their success should always be the main focus in any deal you make. Every sales... [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [I want to see more of this article](https://bigbusinessagency.com/insights/top-12-b2b-sales-methodologies) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo.svg)](https://bigbusinessagency.com)       - [Terms & Conditions](https://bigbusinessagency.com/terms-and-conditions) - [Privacy Policy](https://bigbusinessagency.com/privacy-policy) - [Meet The Team](https://bigbusinessagency.com/meet-the-team) © 2026 Big Business Agency Ltd [Facebook](https://www.facebook.com/people/Big-Business-Agency-Ltd/61567300078982/#)[X](https://twitter.com/werbigbiz)[Instagram](https://instagram.com/thebigbusinessagency)[Linkedin](https://www.linkedin.com/company/big-business-agency)[YouTube](https://www.youtube.com/channel/UCmRxWYXj5cV1bi5Xip759Dg) Return to top ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Johanne", "url" : "https://bigbusinessagency.com/insights/author/johanne" }, "dateModified" : "2024-11-14T15:21:32.964Z", "datePublished" : "2024-02-29T10:29:56.000Z", "headline" : "Pipeline generation bootcamp for B2B sales folk", "image" : [ "https://bigbusinessagency.com/hubfs/HS%20spaceship.png" ], "mainEntityOfPage" : { "@id" : "https://bigbusinessagency.com/insights/pipeline-generation-bootcamp", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://bigbusinessagency.com/hubfs/BBA_Orange_InkBlue-1.png" }, "name" : "Big Business Agency Ltd" } } ```