🧹 Cull & Cleanup
Cleaning up deadwood and getting rid of duds happens far too little.
Over time, no-chance deals and tire-kicker buyers accumulate, and you end up with a CRM full of crud.
There are two main reasons for a messy pipeline:
- FOMO: you don't want to miss out on opportunities
- BS-ing yourself: you tell yourself that this or that deal represents so much revenue in your projections for the future
But while you're busy trying to land a deal that just won't happen, you're unable to work on other deals, which could have a far bigger payday.
Here are some of the reasons why any particular deal might should be deleted from your pipeline:
- Scope creep
- Mismatch in values
- Sales cycle too long
- Boring industry
- Boring individual
- Client is a taker, not a giver or matcher (Google: Adam Grant, Give & Take)
- BS-ing yourself about the probability of a deal
So let's look at pipeline cleanup in a rational & measured way, so that we only throw away the chaff, and not the wheat.
Note: Next week I'll create a little tool to help you rank your deals based on your insights. Register your email at SalesFlowCoach.app/signup to be notified when it gets released.
Question # 1:
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