Another benefit of consistently inspecting pipeline is that various opinions may result in a different (better) approach to any particular transaction. It’s easy to get happy ears and dream about a big deal, but we prefer to get multiple eyes on our pipeline for deeper inspection. Various opinions by a manager, executive sponsor, or perhaps the solutions engineering team often stimulates the right conversation about potential blind spots to closing a deal.
For example, does the account team have the proper executive sponsorship within the customer, is there a mutual plan with consistent timing, are there outside factors that might impact the scope or timing of the deal? It’s important to constantly scrub our pipeline and ask questions to better understand what’s actually real and where we need to develop more pipeline.
We are focused on a team-selling approach and it’s very much a part of our sales culture. The team-selling approach includes input from direct line managers, product development, executive sponsors, solutions engineers, co-primes, product specialists, and product marketers, all with the goal of working together to grow our customer base and make them wildly successful.