Cleaning Up Your Pipeline

The beginning and end of a quarter are great times to clear out your pipeline. Here are some criteria to help you decide what to let go of and where to spend your time and energy.

Get real about the opportunity. What's actually going on? What's the real possibility of this being a hot, tremendously good prospect for you right now? Be a little more discerning and honest with yourself.

Get the truth from your prospect. Use the Stalled Deals formula from my book and create an environment to elicit the truth from your prospect around whether they want to have a conversation and keep moving forward, or if they want to do that later or not at all. If things have stalled, let's just get the truth. It's scary but also quite liberating.

Get busy. Often, we hold onto opportunities that keep us from getting out there and prospecting, asking for referrals, and refining our ideal client profile. Get busy on initiatives that create momentum and areas that are in your control.

I hope I’ve made the case for quarterly pipeline cleanings. Let's get real, let's get the truth, and let's get busy.

Onward.

Tom