Lesson 3: Managing Your Pipeline View – Learn HillCountryCoders

Fast Track: Selling Digital Growth

Managing Your Pipeline View

A cluttered pipeline kills sales. If your “Active Opportunities” view is full of 50 leads who haven’t spoken to you in 6 months, you will miss the 5 leads who are actually ready to buy today.

The HCC Pipeline Philosophy

UP OR OUT

Every lead must be moving toward a Deal (Up) or toward the Nurture Bucket (Out).

🧹 Weekly Hygiene Checklist

Stalled for 14 Days?

If they haven’t replied to your “Break-up Email,” move them to Closed/Lost or Long-Term Nurture. Get them off your daily screen to clear your mental space.

The “Next Action” Law

Every active deal must have a “Next Task” with a due date (e.g., “Call on Tuesday”). If a deal has no future task assigned, it is effectively dead.

Accurate Deal Value

Ensure the estimated value reflects the “Plan” phase discussions. We cannot forecast company growth on “guessed” numbers.

🛡️ Protect Your Focus

Your “Active Pipeline” view should ONLY contain prospects who have:

Received an Evaluation Score
Engaged in active conversation
A defined next step with the PM

💡 The Pipeline Secret: A small, clean pipeline of 10 high-quality leads is worth more than a “dirty” pipeline of 100 cold leads. If you can’t see the finish line, you won’t run the race.