What a healthy Stage 1 looks like on one page
A healthy Stage 1 pipeline fits on one page. What goes on it, what to leave off and how to read it in five minutes every Monday.
3 min read
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Tagged forecasting
Every post tagged forecasting.
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Pipeline hygiene once a week
Pipeline hygiene works best as a short weekly habit, not a quarterly cleanup. A 30-minute routine for services sellers that keeps it honest.
3 min readWhy proposals stall and how to spot it early
Proposals stall for reasons you can see weeks before you send them. Here's what to watch for in services deals and what to do when the signs show up.
3 min readHow to size a pipeline gap honestly
How a services firm sizes the real gap between its revenue target and its pipeline, without padding stages or counting deals that aren't there.
3 min readBoard reporting on pipeline
How services firm leaders should report pipeline to a board, with fewer stage totals and more honest evidence about which deals are real.
3 min readStage definitions for services sales
Services pipeline stages should track what the buyer did, not what the seller did. How to define stages that make your pipeline honest.
3 min readPipeline reviews that change behavior
Most pipeline reviews update a spreadsheet and change nothing. How to run a review that changes what your sellers do the following week.
3 min readWhy your forecast misses in month two
Services forecasts break in the second month of the quarter. Here's why the miss starts at the top of the funnel and how to catch it early.
3 min readCoverage math for services firms
Pipeline coverage math borrowed from software misleads services firms. Here's how to work out the coverage you need from your own wins and cycle times.
3 min readMost quarters are lost in Stage 1
Services quarters are decided months early, in Stage 1, when a seller earns or fails to earn real first conversations with the right buyers.
4 min read