Pipeline Review or Pulling Teeth?

Far too many pipeline reviews are painful, frustrating & stressful...

and can feel more like visiting the dentist for a double root canal than a business meeting.

Why is that?

The brutal truth - it's down to the salesperson, where, more often than not, they...

- failed to confirm concrete next steps

- accepted non-absolute answers 

- didn't dig anywhere near deep enough to understand the prospect's problems 

- accepted surface level responses

- didn't challenge or make the prospect think differently through skilled questioning

- allowed the prospect to control the conversation

- agreed to let the prospect 'think it over'

- didn't listen properly to both verbal and non verbal cues 

This is the harsh reality of most pipeline reviews - where most salespeople lack any form of control.

This is exactly how I used to be. 

It was painful, demotivating & uninspiring.

So I learnt the hard way.

Most posts on LinkedIn focus on cold outreach, yet deal management & running an effective sales meeting is far more critical to the bottom line. 

Opportunities can always be created.

But closing them out in a predictable & realistic way with a consistently high conversion rate?

That's a whole different ball game.

#sales #meetings #strategy