Preview Mode Links will not work in preview mode

Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Catalyst Sale Podcast is published weekly.  We take listener questions at @catalystsale on twitter or hello@catalystsale.com via email.

Topics discussed - B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Sep 14, 2020

In this episode, Mike and Jody discuss the definition of pipeline and common challenges associated with a Sales pipeline. 

Questions Answered:

  • When we say pipeline, what are we talking about?
  • What are some common pipeline challenges?
  • Are there different segments of the pipeline?

Key Takeaways:

  • Sum of all of the opportunity that is out there = pipeline
  • Weighted probability of closing that business = forecast
  • Challenge 1 - actually doing the work and getting in front of customers
  • Challenge 2 - Deals sit in the pipeline for too long
  • Challenge 3 - Neglecting to put things in the pipeline because you are not sure if it will turn into anything.
  • Don’t get emotionally attached
  • If you have a 45 day sales cycle, evaluate your pipeline every 15 - 30 days
  • If you have a 6, 18 or 24 month sales cycle, evaluate your pipeline monthly or quarterly.
  • A forecast is a sub-set of pipeline.
  • If I am not managing the pipeline well, it will have a negative effect on my ability to forecast with any level of predictability. 
  • I firmly believe you can forecast if you leverage data and simplify your process. 

Work With Catalyst Sale:

  • Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or podcast@catalystsale.com 
  • Invest in a Catalyst Sale course - self directed. Find our courses here 
  • Hire us as a consultant/advisor within your team or organization 

Thank You 

Please send listener questions and feedback to podcast@catalystsale.com or contact us directly on twitter, facebook or LinkedIn.

This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links.

Growth Acceleration - Plateau Breakthrough

Product Market Fit