Every Closing Pipeline bases its value on observing the flow of the sales process! It’s not a reservoir for details about the prospect. Or contact info. Or explanations about what isn’t going to happen. (although the Pros & Cons field does give you a place for compelling info that you and your SM could use, like “the current provider is the President’s brother-in-law.”)

The Closing Pipeline, and maintaining the flow of the sales process, are heavily dependent on the What Happens Next? Field, and the Next Activity Date (when the WHN takes place).

In using the Closing Pipeline to have a quick view of the opportunities and where they are in the process, unless the WHN field is explicit (“meet with CFO to clarify influence on the decision”, “call the Contact to get back on the calendar”, “reset a missed appointment”) there is a glaring hole left in the process, that you and the SM will have to guess at to fill! (Note: Each of these are specific actions, and to truly eliminate the Chase mentality, both the seller AND THE BUYER must know and expect the action!

Remember: Rush’s Sales Pro’s No-Option: “ALL MEETINGS must begin with an Expectation Check (agenda) and END WITH A “WHAT HAPPENS NEXT”! 

Aka A CLEARLY DEFINED FUTURE! 

Questions? Email me at [email protected]