Sales pipeline · ASRR Tech
When do you reopen a lost opportunity?
Reopen when the same need demonstrably returns. Create a new journey if the scope changes materially and preserve the previous outcome.
A practical example
A postponed CRM project receives budget again for the same teams.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Compare scope.
- Preserve the previous reason.
- Record the new decision process.
What does success look like?
New progress is understandable without erasing the earlier outcome.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Sales pipeline: the wider process
A pipeline describes the progress of a sales opportunity. Choose stages that represent a business change, such as a completed conversation or a quotation sent. Define the evidence required at each stage and who takes the next action. Separate activities from outcomes: a call attempt is different from a completed intake. Review old and new opportunities before fixing the configuration. Include lost, cancelled and reopened journeys. Those exceptions show whether the definitions are clear enough for the whole team.