The Sales Pipeline Reality Check: Build Momentum Before Year-End
On-Demand Replay
Access the On-Demand Replay
Watch the session on your schedule and learn how to take a more objective look at your pipeline, uncover hidden risks, and focus your team on the opportunities and activities most likely to drive revenue.
In this session, you'll learn how to:
- Separate qualified opportunities from pipeline optimism by looking for evidence of buyer commitment and mutually agreed-upon next steps.
- Identify stalled opportunities earlier and ask the questions that reveal whether a deal is truly delayed—or simply isn't going to happen.
- Build pipeline consistently, even when you're busy working active opportunities, so you can avoid the cycle of feast-or-famine prospecting.
- Improve forecast accuracy by understanding stage progression, time in stage, decision criteria, and what needs to happen next.
- Create legitimate urgency by connecting your solution to the business and personal impact of the buyer's problem—and the cost of doing nothing.
- Recognize the difference between a coach and a true champion and understand why internal support matters in complex sales.
- Determine how much pipeline you really need based on your sales cycle, conversion rates, average deal size, and revenue goals.
- Run more productive pipeline reviews that focus on evidence and movement rather than simply asking when a deal will close.
Plus: Practical Q&A With John Rosso
The session concludes with a practical Q&A addressing some of the most common pipeline challenges facing salespeople and sales leaders, including:
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How much pipeline is enough?
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When should you remove a stalled opportunity?
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What are the warning signs that a forecasted deal isn't going to close?
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How do you create urgency without making it about your quota?
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Should you discount to get a deal across the finish line?
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And where should sellers focus their prospecting efforts when they need to build pipeline quickly?
Whether you're leading a sales team or managing your own book of business, this session will help you take a more realistic look at what's in your pipeline—and what needs to happen next.
Checklist Included!
When you request the on-demand replay, you'll receive a complimentary copy of the Sales Pipeline Reality Check checklist—a practical self-assessment designed to help you evaluate the health of your sales pipeline before the webinar.
Before you watch, take 10–15 minutes to work through the checklist and honestly assess your current pipeline. Note which best practices you're already doing well and where you've identified gaps or opportunities for improvement.
As you listen to proven strategies for building a stronger, more predictable pipeline, you'll be able to compare your results, validate your strengths, and identify the actions that will have the greatest impact on your team's performance for the remainder of the year.
Meet Our Speaker
John Rosso
CEO, Peak Performance Partners
John is a nationally recognized expert in business development, executive sales consulting, and sales productivity training. He is the best-selling author of Prospect – The Sandler Way and 21st Century Prospecting and a dynamic speaker known for his energetic, real-world delivery that resonates with CEOs, business leaders, and sales professionals alike. Over 200,000 professionals have attended John’s presentations, with the vast majority calling his insights the most impactful they’ve ever heard.