Why deals die in your pipeline

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Tired of “hockey-stick” forecasts that never materialize? In this video I show founders and CEOs the weekly pipeline review that drives real-world forecast accuracy, eliminates pipeline bloat, and accelerates deal velocity. After bootstrapping and scaling sales teams for 22 years, I learned one truth: pipeline discipline beats heroic closing every time. You’ll discover how to score opportunity stages, enforce buyer-side actions, and update close dates so your cash-flow projections finally match reality. Whether you run a founder-led sales operation or manage reps as a fractional VP of Sales, this simple cadence will give you crystal-clear visibility, stronger sales management, and the confidence to step back from day-to-day selling. We’ll cover:
• Setting a 15-minute Monday review
• Using stage gates in HubSpot or Salesforce
• Calculating win probabilities that actually hit
• Coaching reps on deal integrity
Stop letting “likely” deals wreck your quarter. Embrace pipeline integrity and watch revenue grow.

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Founders and sales leaders, one of the best
disciplines you can install for your business
and your salespeople is to have a weekly
pipeline review. And for two reasons. One,
if you have a good pipeline, it’ll enable
you to forecast your cash flow. You’ll know
how much cash is going to be coming in. And
for your salespeople, it’s good because it
keeps them on track if they’re dealing with
multiple accounts. It’s a way for them
to keep track of when their tasks are due,
how much the opportunity is worth, and just
basically manage their business
better.

Now, to have a good
pipeline for your pipeline review, there’s a
number of things, but primarily the
best thing that you can have in there
is what I call the integrity of
the pipeline. All the prospects you
have in that pipeline need to earn their
way, their stage in the pipeline, by
actions that they have achieved. If you’re a
software company, they don’t move
ahead in the pipeline till they have
taken a demo and been qualified for
it. And then maybe they move through
the pipeline. The dates need to be correct,
the percentages need to be correct. Where
they are in the pipeline needs to be
accurate. But if you do this on a
weekly basis, you’ll be able to manage your
business better, and your sales
people will be able to manage their business
better. And I hope this helps you.

#founders #entreprenuers #sales #pipeline
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Mots-clés
Sales, sales tips, sales management

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