Chris WiserSerial Entrepreneur and MSP Growth Catalyst

For every 1 deal you close, you need 10 more in the pipeline...

Name: For every 1 deal you close, you need 10 more in the pipeline...
Uploaded: 2024-07-30T16:30:07Z
Channel: Chris Wiser
Description: A short sales coaching monologue (by Chris Wiser) giving a concrete rule-of-thumb: maintain a steady pipeline because for every deal in closing you…

30 Jul 2024

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A short sales coaching monologue (by Chris Wiser) giving a concrete rule-of-thumb: maintain a steady pipeline because for every deal in closing you should have roughly 10 additional prospects in earlier stages. The speaker emphasizes consistent lead flow to avoid revenue gaps and illustrates common reasons prospects fall out (timing, budget, seasonal factors).

For every person that's in that closing phase. So for every one deal that's in the close, I need 10 more in the works. And that's just a really good rule of thumb. So if I've got 10 first time appointments on the books, well, then I better be working another 100 leads. Okay? So do the math on that, all right? So if I've got one in the works or one in the close, I need 10 more in the work. So I've got to have a steady pipeline. I've got to have this process going at all times. Because when someone doesn't work out, when we find out this lead isn't going to work, it's not the right time. They don't have the budget right now. Circle back Q3, it's tax season. Leave us alone. Whatever the case is, that's okay. I got more where that came from. It's fine. I'm not worried about if I can eat or not. I'm not worried if I can keep my lights on.