Pipeline playbook
A better next step for every deal.
3 min read ·
Make the next action specific.
A deal moves forward when everyone knows what happens next. Give each opportunity one owner, a dated activity and a clear definition of progress. Write an action that somebody can complete: confirm the proposal scope, book a decision call, or send the requested details. Avoid vague notes such as follow up soon.
A useful next step has an owner, an action and a date.
Start with the stalled deals.
Review opportunities with no recent activity before adding more work to your pipeline. Check whether the contact is waiting on you, whether a decision date has changed, or whether the project is no longer active. Update the stage and leave a short note so the rest of the team can understand the change.
Keep the team aligned.
Give each deal a single owner. Use notes for context and activities for work that needs a date. At the end of a review, each active opportunity should have a clear stage, a realistic value and a visible next action. A simple review rhythm keeps the pipeline useful.