Chapter 4

Is my list a pipeline, or a wish list?

Danh sách của tôi là cơ hội, hay chỉ là hy vọng?

The chapter's question

Does every opportunity on my list have a next step and a specific date?

Big idea

An opportunity without a next step and a specific date is not an opportunity.

In this chapter

  1. Part 4.1

    Does Each Deal Have a Next Step

    How many of my opportunities have a next step and a specific date?

  2. Part 4.2

    How Long Since They Replied

    Which opportunities have been silent for more than three weeks?

  3. Part 4.3

    What a Stage Means

    What must the customer have done for an opportunity to move stage?

  4. Part 4.4

    How Full It Must Be

    Given my close rate, how full does the pipeline have to be?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Second Call is free to read right here.

Read in Conan School

Chapters of The Second Call

  1. 1.Am I selling to the decider, or the easiest contact?
  2. 2.Do they want my product, or an escape from pain?
  3. 3.Is rejection where I learn the most?
  4. 4.Is my list a pipeline, or a wish list?
  5. 5.Is closing the deal really the end of selling?