Better Pipeline Review Meetings

When reviewing our pipeline, individually or as a team, it’s important to strive for efficiency, accuracy, and clarity. This three-part series of questions will keep you focused and on track; it will also ensure that you're getting the truth from your team or being honest with yourself if you're reviewing opportunities solo. Here’s the breakdown:

1. What do we know? We have heard this; the prospect has told us this; we have uncovered this. Irrefutable facts only.

2. What don't we know? What have we not uncovered? What has our prospect not told us? What have we not yet heard from them that we're listening for and need to hear in our qualification and engagement process?

3. What's next? What did we agree to or what's the action that we're going to take next? 

Being clear and transparent about what we know to be true, what we have yet to learn, and what must happen next will keep pipeline review conversations on track, meaningful, and focused. Give it a try.

Onward.

Tom

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