In this solo episode of the How I Sell This podcast, Christina continues the conversation about sales process, exploring why a healthy-looking pipeline doesn’t always translate into an accurate sales forecast.
While many organisations track opportunity values and close dates in their CRM, Christina explains why those numbers can be misleading without meaningful stage weightings, clear qualification criteria and reliable data.
Drawing on the work Sellabilities® does with organisations, this episode unpacks how probability of success should change as opportunities progress, why losing opportunities is a normal part of selling, and what low proposal conversion rates can reveal about the selling work happening earlier in the process.
Christina also explains why cleaning up your pipeline often makes it smaller, and how that clearer picture helps sales leaders identify gaps and direct their team’s time and effort.
If your pipeline looks promising but your results keep falling short, this episode will help you understand what’s sitting underneath the numbers.
In This Episode
Resources Mentioned
About Sellabilities®
Sellabilities® helps B2B sales teams improve pipeline performance, sales capability and customer conversations through practical sales training, pipeline development and sales process optimisation across Australia and APAC.
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