How 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 read
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Tagged planning
Every post tagged planning.
Buyers20 postsIndustries38 postsLeadership37 postsMethod50 postsPipeline40 postsProduct7 postsReplies21 postsSignals82 postsWarm intros32 posts
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Concentration risk and new logos
Why a services firm with one or two dominant clients needs a steady new logo motion, and how to build one before the big account changes its mind.
3 min readPipeline when a big client ends
When a big client engagement ends, the pipeline gap shows up months later. How to see it coming, rebuild fast, and use the ending to find new work.
3 min readJanuary pipeline resets
January is when services pipelines get honest. How to reset your list, re-engage accounts with fresh budgets, and use the first weeks of the year well.
3 min readSummer pipeline in services
Why summer feels slow for services sellers, what's happening inside buyer organizations, and how to use the season to build next year's pipeline.
3 min readQ4 pipeline for next year's Q1
Q1 deals are won in the planning cycle before them. How to build pipeline in Q4 that turns into signed work when next year's budgets open.
3 min readBuilding pipeline in a slow quarter
A slow quarter is the best time to build the pipeline that closes in the next one. Where to point the team, what to research and what to stop doing.
3 min readPlan next year from the accounts, not the quota
Annual plans built backward from quota produce activity targets. Plans built from real accounts and their signals produce pipeline you can trust.
3 min read