Chapter 4

Pipelines and Sales Funnels

Tell a funnel from a pipeline, design stages that mean something, track lead sources, qualify fairly, keep follow-up from slipping, forecast honestly, and know when one pipeline is enough.

6 lessons · about 37 minutes of reading

Lessons

1. 1Funnel Versus PipelinePeople use these words as if they mean the same thing. They don't. A funnel tells you where you lose people over time, and a pipeline tells you what to do today.6 min read
2. 2Designing Stages That Mean SomethingA good stage is something that has happened, not how someone feels about a deal. Here is how to choose stages, write clear rules for each one, and spot a stuck deal.6 min read
3. 3Lead Sources and QualifyingKnow where your good customers come from, and learn to spot a poor fit early. Saying no politely is one of the cheapest ways to win more work.6 min read
4. 4Follow-Up That Doesn't SlipOne rule fixes most dropped follow-up: every open deal has a next step, a date and an owner. Here is how to build that habit, and a simple rhythm for quiet quotes.6 min read
5. 5Forecasting Honestly From Your PipelineA forecast is only an educated guess, but it can be an honest one. Here is how to weight your pipeline using your own history, and when to ignore the sum.7 min read
6. 6More Than One Pipeline, and When Not ToA second pipeline is right when the work follows different steps. It's wrong when you only want to tell deals apart. A filter usually does that job for free.6 min read