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Improve Performance, Provoke Thought, Think Critically.

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Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

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  2. Common Pipeline Challenges - 216

Common Pipeline Challenges - 216

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. 

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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.

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