If your pipeline looks full but feels dead… it’s because it is.
🔥 Hook:
Most sales teams brag about their pipeline size.
But nobody talks about pipeline truth.
Here’s the truth:
If your pipeline isn’t predictable, clean, and closing, it’s lying to you.
And if you’re making forecasts based on lies?
You’re building strategy on sand.
⚠️ What a Fake Pipeline Looks Like
It’s bloated. In denial. Full of ghosts.
Common signs you’re lying to yourself:
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“Verbal yes” deals stuck for 3 weeks
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Prospects with no next step but still in the “proposal” stage
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Reps who say “It’s coming soon” every week
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No clear buyer intent — just vague interest
You’ve got motion, not movement.
And motion doesn’t pay commissions.
🌟 Jack’s Test: Stage = Behavior
“If there’s no buyer behavior, it’s not in the pipeline. It’s in your imagination.”
Jack only considers deals real when:
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The buyer has agreed to a next meeting
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There’s a deadline or urgency trigger
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The pain and consequence are clearly framed
No behavior? No deal.
🧠 Alicia’s Filter: Emotional Commitment
“A deal isn’t real until the buyer feels it.”
Alicia coaches reps to watch for:
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Buyer involvement in the process
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Emotional signals like urgency, fear, or excitement
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Mutual commitment (time, data, access)
The best pipelines reflect relationship depth, not just rep activity.
⚙ Monica’s Pipeline Fix System
“Forecasts don’t fail from bad numbers. They fail from bad inputs.”
Monica keeps the pipeline honest with:
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Stage definitions based on action, not vibes
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CRM fields that track next step + last contact date
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Pipeline hygiene reviews every Friday
She doesn’t trust “gut feel.” She trusts clean data.
🛠 How to Fix Your Pipeline Today
| Problem | Fix |
|---|---|
| Deals with no next step | Kill or revive with a 24h reframe |
| Verbal yesses | Don’t count until there’s a calendar event |
| No buyer urgency | Go back and frame the pain again |
| Ghosted deals | Run a reactivation sequence or close it out |
📣 CTA:
Stop lying to yourself.
Start closing what’s real.
🔎 Want the FredCo Pipeline Hygiene Scorecard?
Track what matters. Cut the fluff. Predict your next close.
👉 Download it now — and fix the foundation.
