Area 2 · Pipeline, CRM and forecasting

Pipeline, CRM and forecasting

What's happening with your deals, and how much can you sell?

We help you bring order to stages, criteria and data so the pipeline gives you a reliable picture and you can estimate revenue on clear assumptions that can be reviewed.

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Stages with criteria
A CRM people use
A forecast you can review

What it solves

When the forecast changes depending on who presents it

The forecast doesn't help you anticipate gaps against targets.
Deals stay open with no evidence of progress, owner or next step.
You have a CRM, but nobody uses it, or everything lives in a spreadsheet.

Area 2

First we look; then we choose what to do

What we look at in the diagnosis

The real pipeline, stage by stage
Data quality and usage, in the CRM or the spreadsheet
How the forecast is built today

Possible actions, chosen after the diagnosis according to what you need

Stages defined by buyer evidence, with entry and exit criteria
Qualification, progress, risk, loss and close criteria that fit your sales cycle
Pipeline design and CRM usage rules (fields, owners, minimum data quality)
Forecasting model, metrics and pipeline meetings geared to decisions

Is your specific question the pipeline?

The initial pipeline and forecast review is a 30-minute conversation focused on that question. It doesn't replace the diagnosis or include a report.

Pipeline and forecast review (30 min) →

What's included

Build work (segmentation and ICP, playbooks, pipeline design in the CRM, forecasting model, dashboards, customer onboarding) isn't included by default. It's defined after the diagnosis, based on what your company needs, with scope and time commitment agreed before we start.

Outcome

Knowing which deals deserve attention and which revenue is backed

Your leadership can tell sooner which deals deserve attention, which revenue is properly backed and what can correct a gap before it becomes irreversible.

How it can continue after the diagnosis

We recommend starting with the diagnosis (roughly 3–4 weeks); if your company already has a recent diagnosis or analysis, we start from it. You can then choose between two cumulative levels: Level 1 · Action plan oversight (your team carries out the plans and we oversee) or Level 2 · External sales leadership (includes all of the oversight, and we also lead sales). The 30, 60 and 90-day milestones are counted from the start of execution. Cross-functional responsibilities are only taken on with an explicit mandate.

Compare the levels in How we work →External sales leadership →

When it fits

Signs this area may be a priority

✓Next quarter's forecast changes depending on who presents it.
✓You need a forecast that stands up to your board's or investors' questions.
✓You've invested in a CRM, but the data doesn't support decisions.

Frequently asked questions

What makes a pipeline reliable?+

Each stage rests on buyer evidence, next steps have an owner and a date, and risks and losses are recorded with consistent criteria.

Can a forecast be exact?+

It doesn't remove uncertainty. Its job is to estimate revenue on clear assumptions that can be reviewed: making coverage, risks and a reasonable range visible so you can decide sooner and better.

Will you configure our CRM?+

No. The diagnosis sets out which stages, fields and rules your team needs. If you decide to continue, we can detail them, with the scope and commitment we agree, and prepare the specification for whoever configures the CRM.

Ideas