Keep a clean sales pipeline

There is a great temptation to hold onto deals in our pipeline.

Sandler sales calls this Hopium: salesperson's drug choice.

I’ve known people that have a really full pipeline, but when you dig down deal-by-deal, a lot of them don’t have concrete next steps,

they flatlined,

or the person even outright said no, but they're holding on to them until they get "feedback".

The truth of the matter is, our pipeline is not a parking lot for hopes and dreams.

Our pipeline is there specifically so that we can manage deals with concrete next steps, and that are ultimately going to lead to revenue for us.

So I’m encouraging you today to think critically about your pipeline.

Ask yourself if this is a real deal, or whether you should put this into the marketing drip list?

Any deal that’s in your pipeline that isn’t being actively worked is only distracting you from driving the revenue that you need...