7/29/2025-Pipeline mgmt, or burnt toast?

Written by

Neil Monnens

in

Daily Quote

“The world is full of obvious things which nobody by any chance ever observes.” Arthur Conan Doyle
SKILL

Admit it, hearing the term “pipeline management” triggers thoughts of hot fudge sundaes, sunset walks on the beach, and puppies.

No?

Whadya mean you’d rather visit your dentist than spend time inside your CRM??

Pipeline management is as dry as it gets for a seller. Admit it, slinking around inside the guts of your database makes you feel like a plumber (with all due respect…).

But maybe, just maybe, if you looked at your CRM through the eyes of a detective (and not a plumber), it’d be more interesting.

There’s money in your pipeline. Be like Sherlock Holmes and find it!
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DO

Think of your CRM as one big alarm clock…an alarm clock with a 90-day timer. In that light, your CRM is all about the WHEN.

WHEN is your opportunity in the pipeline going to close?

Today, craft questions you will ask your customers that qualify the WHEN.

Try this… “Hey Joe, we’ve been working toward a deal for a few <weeks/months>…by your estimation, when will this deal happen?”

And this… “When will you know about the when, Joe?” (Don’t let buyers give you ambiguous answers about the timeline of their decision.)
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OOMPH

If you could only have Sherlock Holmes sit beside you when staring inside your CRM, you’d be done with this pipeline management stuff in no time.

Who’s your favorite Sherlock? …Robert Downey Jr. …Benedict Cumberbatch?

It’s Benedict’s turn today to impress you with his deductive reasoning powers in this hilarious Short. (You may wanna use more grace in your buyer qualifying efforts.)
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