Sales Gravy: Jeb Blount

How to Spot Dead Deals Hiding in Your Pipeline Before It’s Too Late (Ask Jeb)

6 snips
Jun 24, 2025
Sales leaders often fixate on dollar amounts and close dates, neglecting the real quality of deals in their pipeline. This oversight leads to mismanaged forecasts and wasted efforts on 'dead deals' that will never close. The conversation challenges conventional qualification frameworks like MEDIC and BANT, arguing that they can create a false sense of security. Key strategies include engaging stakeholders effectively and mastering pipeline management for accurate forecasting. Transformative leadership in sales is crucial for accountability and unlocking team potential.
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ADVICE

Next Step is Deal's Lifeline

  • Always ask reps to specify the next step for each deal in pipeline reviews.
  • If there is no clear next step, consider the deal dead or very low probability to close.
ANECDOTE

Decision-Maker Absence Kills Deals

  • Once, Jeb found a deal delayed because the key contact had to "go talk to the boss," which halted the budget.
  • This lack of decision-maker engagement meant a 2% chance of closing, indicating a stalled or dead deal.
ADVICE

Verify Deal Dollar Values

  • Validate the dollar value tied to deals by reviewing proposals and adjusting for over or underestimation.
  • Correct valuation is critical for accurate forecasts and avoiding revenue surprises.
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