🚧 What will be blocked or unavailable if you land this client, and how costly would that be?
Each time you say yes to something, you say no to other things.
This buyer you'd like to land, what resources would be unavailable while serving them?
What would be tied up, or unable to start, until the engagement ends?
If it's a lot, that means you score the deal a 1. If it's a little, it's 5.
That's the set of questions. Pick your next lead, and score him or her for the same questions.
Done with all of them?
Then let's 🗑️ Do some math and get rid of the crud.
Want to get better at managing your pipeline and closing your deals?
Subscribe to receive a short & useful daily email, and also:
Get instant access to the SFC Pipeline Habit Scorecard, and get a diagnosis on where your sales process can be improved 👇