Building and maintaining a pipeline is one of the most important parts of being a business development professional. Pipeline management has always been a challenge for both sellers and sales managers. It’s considered both a measurement of your future success and how ‘good’ you are at selling. This is why some organisations have pipeline meetings, weekly.Today, I have a very simple but very clever way to help seller and sales leaders get pipeline back to being what it is meant to be - a valuable tool to managing your deals, moving them forward and predicting future revenue.Now this is a play that any rep can put into practise - regardless of how big or small their organisation is. You don’t need a sales manager; you don’t need some fancy software.It’s just as simple as 1 in & 1 out.So, what do you think? Would your pipeline be better with a bit of tuff love?Could you instigate a 1 in 1 out strategy?Beware of the sunk-cost fallacy that I mentioned before that makes you think the opportunities you’ve already worked on are PERCIEVED as more valuable than they really are.Are you game to try the 1 in 1 out pipeline strategy?Mark McInneswww.markmc.cowww.linkedin.com/in/mark-mcinnes/ POW Workshopwww.markmc.co/pow Tactical Pipeline Growthwww.markmc.co/tpg Catch all versions of me here.https://linktr.ee/markmcinnes LinkedIn profileVIP sales mailerTactical Pipeline GrowthBOSS Podcast1 on 1 Consulting

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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