Pipeline Discipline

Help your CFO to sleep easy again

Whether it’s shoddy deal management, forecasts shrouded in hope or the dreaded end-of-month deal slippage, pipeline discipline is simply a non-negotiable for high-performing sales organisations. We’ll help your team instil the right level of discipline, rigour and mindset to successfully run your team’s pipeline and improve sales productivity and predictability.

Opportunity Qualification

Would you rather chase 10 deals and later find out only 2 are winnable? Or find 2 winnable deals early on? Sales targets are hit or missed due to a team’s ability to qualify effectively – and the knock-on effect is profound. Having a “common language” around pipeline is critical as it significantly improves sales conversion, efficiency and predictability:

What qualification is – and why mastering it is essential for sales success
What, When and How should we qualify?
Why our prospects and customers also get immense value from qualifying
Introduction to MEDDIC principles and methods
Using the MEDDIC deal scorecards to supercharge your pipeline

Sales Competencies that your team will develop in this module:

Opportunity Qualification

Pipeline Management

Forecasting

Effective Pipeline Management

A large part of successful selling is being able to manage a pipeline effectively. Yet many sellers still lack the know how, discipline or necessary hygiene required to manage the ever-changing set of opportunities they’re juggling. So much time is wasted trying to progress opportunities that will never convert, so pipeline management best-practice is simply non-negotiable:

What is a sales pipeline and why should we care?
Explore the chain reaction across a business of having a poor pipeline
Common pipeline management mistakes and how to mitigate them
What mindset should we have when thinking about our pipeline
8 key tips for maintaining an effective pipeline

Sales Competencies that your team will develop in this module:

Pipeline Management

Opportunity Qualification

Forecasting

Forecasting with Accuracy & Confidence

Critical commercial decisions are made based on the assumptions made about revenue coming into the business. Without a robust set of forecasting methods and practices, your sales team is flying blind and leaving your business open to risk. Revenue predictability and consistency are the hallmarks of high-performing sales organisations – and it all starts with forecasting:

What is sales forecasting and why is it so important?
Top down vs Bottom up forecasting
Forecast criteria and stages – removing subjectivity from your forecast
Who is accountable for a forecast?
Spotting and mitigating risk in your forecast

Sales Competencies that your team will develop in this module:

Forecasting

Pipeline Management

Opportunity Qualification

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Pipeline Discipline

Help your CFO to sleep easy again

Opportunity Qualification

Sales Competencies that your team will develop in this module:

Effective Pipeline Management

Sales Competencies that your team will develop in this module:

Forecasting with Accuracy & Confidence

Sales Competencies that your team will develop in this module:

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