Five Questions to Tell Real Pipeline From Fantasy.
We are halfway through the year. Your quota does not care. A 15-minute audit to clean your list and work only what is real.
Most teams run the wrong audit
- The wrong audit: counting logos, averaging deal sizes, hoping the big one closes.
- The right audit: five questions per deal, evidence not optimism, a confirmed next step, dated.
The five questions: run this on every open deal
- What has changed in the last 30 days that proves this deal is still real?
- Who is the actual economic buyer, and have you spoken to them directly?
- What is their compelling event? If you do not know, you do not have a deal.
- What is the next confirmed step, with a date on the calendar?
- If this deal slipped to Q1, would you be surprised, or relieved? That last one will tell you everything.
Start with these GTM resources
- The GTM Gap® Scorecard
Score any portfolio company against the same 20 criteria used in a live GTM Gap® diagnosis, live in your browser, no email required.
- The ICP & Buyer Persona Builder
Define the accounts worth pursuing, map the buying committee, and turn the work into a seller talk track. Build it online or download the five-tab Excel workbook.
- The Pipeline Audit
Five questions to tell real pipeline from fantasy before your next forecast call. Includes a fillable PDF.
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