Menu Selling 180° 0
  • Blog
  • Tom Tips
  • Tools
  • About Tom
  • Contact
  • Sign in
  • Your Cart is Empty
Selling 180°
  • Sign in
  • 0
  • Blog
  • Tom Tips
  • Tools
  • About Tom
  • Contact
Access Denied
IMPORTANT! If you’re a store owner, please make sure you have Customer accounts enabled in your Store Admin, as you have customer based locks set up with EasyLockdown app. Enable Customer Accounts

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.
  1. 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?
  1. 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


Want more tips from Tom? Watch our Tom Tips Videos >>




Also in Tom's Blog

High-Intent Selling
High-Intent Selling

Read More

Don’t Mistake Movement for Progress
Don’t Mistake Movement for Progress

Read More

Water Your Healthy Plants
Water Your Healthy Plants

Read More

Subscribe

Learn what to say and how to say it. Sales advice, free templates & more.

+Recent Articles

  • High-Intent Selling
  • Don’t Mistake Movement for Progress
  • Water Your Healthy Plants
  • Calm Is Contagious
  • When to Walk Away
  • New Business Pitches
  • Don’t Chase
  • Final Step in Your Sales Process
  • Curiosity
  • Stop “Just Checking In”
Invalid password
Enter
  • Free Shipping
  • 100% Guarantee
  • Privacy Policy

Learn what to say and how to say it. Sales advice, free templates & more.

© 2023 Selling 180°.
Powered by Shopify

Buy The Book

The Selling 180° book teaches a new mindset and approach to selling and offers practical tips and scripts that you can immediately apply.

Available on Amazon ›