I have a dilemma right now where we have the worst format of pipeline reivews. I want to hear from people how they have made them beneficial for everyone. In general, pipeline reviews are a waste of time, but I can't remove them entirely ( I am not running them but I am trying to get my head of sales to change the process, he will). Current process: we go through our entire pipeline of deals bigger than X and literally just walk through them. We go over the use case, the team using the platform, where we are at in the deal, last time we spoke, when the next meeting is BLAH fucking BLAH How can I make this different? I don't think we should say anything about shit that is on the CRM. if it can be read in text, I don't wanna hear about it or talk about it. people can go to the opp and read it like a book if they want. In my brain, I think we should go over commits/best case for the month and the deals that will contribute to them. But I dont want to talk fucking use case. Maybe, bring one new deal that was not on the review that is interesting and why. Thoughts? Please tell me how you have solve this dreaded meeting that everyone has to do and that 99% of teams dont do correctly/creatively.

They're dry. They're always gonna be dry. I end mine with "If you had to commit to one of these, which one is it, and why?" It usually points to reasons why the seller is the only one who can get it done, and their super-powers. Ends it on a posi-note. All I got.

How often do you have these meetings?

Deals beyond stage X (usually pre contract but post solution selection)

If doing this as a team and not in a one on one setting, you are wasting everyone’s time. Pipeline reviews should be done in a one on one setting to get maximum impact.

Gotta create an urgency and efficiency in the updates. What actually matters for your deals. Do you have a deal checklist? If so, march through that as quickly as possible and then end with asking about blockers -external and internal. How can you help to get this deal to commit?

If you arent identifying specific personas in the deal and how you're interacting with them, its a pointless exercise, IMO. By personas I mean Executive, Technical, Financial, Champion.

fidelcashflow

Account Executive

Catalyst

Opinionated

Valued Contributor

How should I run pipeline reviews?

I have a dilemma right now where we have the worst format of pipeline reivews. I want to hear from people how they have made them beneficial for everyone. In general, pipeline reviews are a waste of time, but I can't remove them entirely ( I am not running them but I am trying to get my head of sales to change the process, he will).

Current process:

we go through our entire pipeline of deals bigger than X and literally just walk through them.
We go over the use case, the team using the platform, where we are at in the deal, last time we spoke, when the next meeting is BLAH fucking BLAH

How can I make this different? I don't think we should say anything about shit that is on the CRM. if it can be read in text, I don't wanna hear about it or talk about it. people can go to the opp and read it like a book if they want.

In my brain, I think we should go over commits/best case for the month and the deals that will contribute to them. But I dont want to talk fucking use case. Maybe, bring one new deal that was not on the review that is interesting and why.

Thoughts? Please tell me how you have solve this dreaded meeting that everyone has to do and that 99% of teams dont do correctly/creatively.

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fidelcashflow

How should I run pipeline reviews?

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