Want to know why your pipeline feels full but your results don’t match?

Want to know why your pipeline feels full but your results don’t match?

Vagueness.

Remember this?
Soon is not a time.
Some is not a number.

If you accept those vague words in business you’ll get a vague pipeline and vague results.

Not so great when you’re aiming for a sales goal, scoping a project, or looking to win the deal.

Imagine your client says:

“Soon we’re going to need some resources to help with a project.”

Get it out of your pipeline.
That’s not a sales lead.
It is going nowhere.

Accepting it is a sign you’re ‘order taking’ … it’s also poor consulting.

What are the three questions you need to ask to clarify the statement and take it from vague to solid?

I’ll bring my answers to the comments later.