Ep 018 - Would You Bet Your Own Money on Your Sales Pipeline

In this episode, Frank Gustafson challenges the traditional approach to pipeline reviews, emphasizing the need for proof-driven discussions rather than mere status updates. He outlines a structured process for conducting effective reviews, identifying key filters to assess deals, and recognizing red flags that indicate potential issues. The conversation also highlights the importance of coaching during reviews, learning from lost deals, and implementing actionable steps to improve forecasting accuracy.   pipeline review, sales forecasting, proof-driven sales, sales coaching, deal qualification, sales metrics, sales process, sales strategy, sales performance, sales leadership