Get the ball out of your court as quickly as possible. YOU should never be the choke point for your deals. My daily pipeline exercise: 1. Pull up a list of my open opps 2. For those that have a next step scheduled, find ways to "juice" the deal between meetings. Examples: - Work to multithread with other stakeholders at the account - Send materials (whitepaper, case study, mini-demo of a feature they had expressed interest in) as a value touch between meetings - Comment something meaningful on their recent LinkedIn post - Call them ("Hey Dave, I know we're meeting in a couple weeks but I actually just got some answers back from my SME about the questions you had during our last demo...have a sec?") 3. For deals WITHOUT a next step: Get a next step on the books. CALL THEM before emailing. If calling + emailing fails, try LinkedIn. Contact other stakeholders you've met with if need be. Create movement. ___ Exhaust forward momentum on your pipeline each day. If you do that...you're going to have a far less stressful forecast call.
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