Building and maintaining a pipeline is one of the most important parts of being a business development professional.

Pipeline management has always been a challenge for both sellers and sales managers.
It’s considered both a measurement of your future success and how ‘good’ you are at selling.

This is why some organisations have pipeline meetings, weekly.

Today, I have a very simple but very clever way to help seller and sales leaders get pipeline back to being what it is meant to be  - a valuable tool to managing your deals, moving them forward and predicting future revenue.

Now this is a play that any rep can put into practise - regardless of how big or small their organisation is.

You don’t need a sales manager; you don’t need some fancy software.

It’s just as simple as 1 in & 1 out.

So, what do you think? Would your pipeline be better with a bit of tuff love?
Could you instigate a 1 in 1 out strategy?

Beware of the sunk-cost fallacy that I mentioned before that makes you think the opportunities you’ve already worked on are PERCIEVED as more valuable than they really are.

Are you game to try the 1 in 1 out pipeline strategy?

Mark McInnes
www.markmc.co
www.linkedin.com/in/mark-mcinnes/

POW Workshop
www.markmc.co/pow

Tactical Pipeline Growth
www.markmc.co/tpg

Catch all versions of me here.

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