30 Minutes to President's Club | No-Nonsense Sales How to Run a Lightning-Fast Pipeline Review That Actually Works | Mark Nietzel | Ep. 309 (Lead)
25 snips
May 15, 2025 Mark Nietzel, a Commercial Sales Manager at Procore and President’s Club awardee, shares insights on achieving stellar sales performance. He introduces the Lightning Pipeline Review, advocating for binary yes/no questions to test deal viability. Weekly pipeline trackers are emphasized for precise forecasting, along with the importance of role-playing before key calls. Nietzel also highlights the value of onsite visits to energize stalled negotiations, and the necessity for multi-threading to engage various stakeholders during sales processes.
AI Snips
Chapters
Transcript
Episode notes
Lightning Pipeline Forecast Review
- Use a Lightning Pipeline Forecast Review with four key yes/no criteria for every deal: A-rated champion, economic buyer, technical fit, and close date.
- This approach avoids unnecessary storytelling and quickly reveals gaps needing action.
Weekly Pipeline Tracker Accountability
- Require reps to fill out a weekly pipeline tracker detailing how they plan to build and progress pipeline with specific activities.
- Hold them accountable to forecast deals and commit to top three deal progression actions weekly.
Role Play Critical Conversations
- No one is too skilled to skip role playing important sales conversations; practice minimizes flubs.
- Role play critical calls live just before they happen to refine talk tracks and build confidence.