Sales pipeline · ASRR Tech
How do you make loss reasons useful?
Choose a small set of reasons leading to different improvements. Keep explanatory notes and distinguish known reasons from assumptions.
A practical example
No budget differs from a product lacking the required workflow.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Define each reason.
- Request concrete context.
- Analyse patterns.
What does success look like?
Loss reasons are clear enough to select an improvement.
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.