How can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you’ll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need.

Meet Walter Crosby

• Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth. 
• He specializes in developing tailored strategies that align sales pipelines with business goals. 
• His expertise lies in sales leadership, process optimization, and revenue forecasting.

Accuracy in Sales Forecasting 

• Walter shares actionable tips for creating accurate sales forecasts. 
• The key takeaway? Quality over quantity. 
• Learn how to identify realistic opportunities and focus on meaningful data, ensuring your forecasts are reliable and actionable.

Gatekeeping: Building the Right Pipeline 

• Your pipeline is only as good as what you let in. 
• Walter introduces the concept of a "gate" for qualifying potential leads before they enter your sales process. This ensures you’re targeting the right prospects, saving time, and increasing conversion rates.

Planning for Contingencies 

• Unexpected challenges are inevitable, but how prepared are you? 
• Walter discusses how to incorporate contingency planning into your pipeline strategy to mitigate risks and keep deals moving forward.

Mindfulness for Precise Sales Forecasting 

• Precision requires discipline. Walter explains how adopting a mindful approach to pipeline management and forecasting can lead to higher win rates and better decision-making at every stage of the sales process.

"The pipeline is wrong because we’re not qualifying these people in advance. We are putting in too much junk. We don’t have, you know, St. Peter at the gate, right? Or a Doberman, something. We’re letting any and everybody come through." - Walter Crosby. 

Resources

Walter Crosby on LinkedIn 

Scale Your Sales by Walter Crosby

Sponsorship Offers

1. This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

2.            This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

3.            This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.

Credits

As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.