Stuff your Q1 pipeline

Yesterday, you got a big dose of the "PROSPECT!" clarion call; today is the follow-up to help you with your Q1 pipe development.

Even though it’s Business Day #3 of 2026, you are deep into Q1 selling and you gots to get goin’.

Here’s a simplistic guide to boost your Q1 revenue-driving activities:

How much gross pipeline do you need to hit your Q1 quota?

To complete today’s assignment, you’ll need only a few pieces of data: your gross pipeline and your close rate.

First, examine all of your Q1 opps and ask, "Are they all real?" Or did some of them die off during December? (Buyers often return to the office in January and make changes that could affect their deal with you.)

Get on the phone and talk to your buyers today. Ask, "What developed over the holidays that affects this deal being real?"

The gross pipeline math exercise is easy when you have the truth about each Q1 account.

If you had time-travel abilities like Scarlett Johansson in the movie Lucy, projecting revenue would be easy.

But you don’t. Your future is blurry.

You may not want her powers after watching this super wild and beautiful clip.

Go spend three minutes with Lucy, then return to January 6th and send your emails to schedule your 10-minute phone calls with key buyers. Email won’t get you the answers you need to deliver an accurate Q1 number.