Every stage in your pipeline is something you did

Most sales stages record what the seller has completed, not what the buyer has committed to, which is why the forecast reads like a measure of effort.

By Steve 5 min read
Abstract bridge artwork for Every stage in your pipeline is something you did

Look at the stage names in almost any CRM and a pattern emerges: contacted, qualified, demo delivered, proposal sent, negotiation. Every one of those describes an action taken by the seller. None requires anything from the buyer beyond passive tolerance. A deal can travel the entire length of that pipeline while the person on the other side does nothing more strenuous than accept a calendar invitation and fail to say no. This is why so many pipelines are simultaneously full and unproductive. The stages are working exactly as designed. They…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Growth strategy

Scroll to Top