1Your numbers
Start with your budget and where you sit today. The values shown are a worked example — change them to yours.
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$
%
%
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2Your prospects
Every name you are working, what it is worth, and how far along it is. Cold Call, Percolating and Hot One make up your funnel; Pipeline is the work that has already qualified.
| Prospect | Stage | Product or program | Value |
|---|
On track
—
Expected new business
—
From everything you are working now
Forecast to year end
—
Next year’s budget
—
Gap to close per week
—
How the pipeline converts
Two gates stand between a name on your list and money in the bank.
- Cold CallEarliest stage—
- PercolatingInterest shown, nothing firm—
- Hot OneClose to qualifying—
- Total funnel—
- × funnel conversion —
- PipelineAlready qualified — carried at full value—
- Working pipeline—
- × close rate —
- Expected new business—