The missing piece to your sales process

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 The relationship between sales process and sales pipeline What stage weightings mean and how they support forecasting How a $100,000 opportunity contributes differently to your forecast as it progresses Why losing opportunities is a normal part of the sales process What proposal conversion rates reveal about discovery and qualification How outdated close dates, incorrect stages and inaccurate values undermine forecasting Why cleaning up your pipeline can make it smaller but more useful How a clearer forecast helps leaders identify gaps and focus sales activity Where to start when reviewing probability weightings in your business Resources Mentioned Part 1: The sales process mistake costing teams more than they realise 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. Hosted on Acast. See acast.com/privacy for more information.