Advice on successfully managing a growing pipeline of over 40 opportunities
2
CantStopWontStop
Good Citizen
5
VP of Sales
Update your notes after EVERY. SINGLE. MEETING.
Managers LOVE to hound reps about notes and it can feel like a repetitive cycle, but the minute your pipeline is +15 opportunities - you can't remember every detail in every deal. Use the notes / qualification sections and spend time learning how to create views in your CRM that show you where your pipeline risk is. Opps past projected close date, opps without next mtgs, opps without identified DMs, etc...
Our default when reviewing our pipelines is to think "why are they going to buy" and that is usually what we talk about in 1x1s or deal reviews, but if you can get to a place where you know all of the reasons that your prospect might NOT buy - then you know what you need to do to win that deal.
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