Chapter 5

Is a busy week a productive week?

Tuần bận rộn có phải là tuần làm ra tiền?

The chapter's question

Last week, how many hours did I spend finding new customers?

Big idea

Next month's results are decided by how you split your hours this week.

In this chapter

  1. Part 5.1

    Splitting the Week

    Prospecting, advancing deals, caring for existing customers, what is my split?

  2. Part 5.2

    What Gets Pushed Aside

    Which task always slides to next week?

  3. Part 5.3

    When Buyers Answer

    At what hours do my customers actually pick up?

  4. Part 5.4

    A Friday Review

    At the end of the week, which three numbers do I look at?

The reading for this chapter is inside Conan School

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

Read in Conan School

Chapters of The Pipeline

  1. 1.Does a deal advance by my actions or theirs?
  2. 2.How full must my pipeline be, and who says so?
  3. 3.Is an optimistic forecast confidence or self-deception?
  4. 4.Are my notes for my manager or for me?
  5. 5.Is a busy week a productive week?