An Ode to the Evolution of the Pipeline

Posted by Dave Kurlan on Mon, Jul 13, 2015 @ 07:07 AM


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Over the weekend, I was thinking about sales pipelines and inaccurate forecasts, how companies are always experiencing issues at the top of the funnel, and it inspired the following poetry. It won't win an award for imagination, creativity, rhyming or flow. I'll stick to my day job for this, I surely know.

The pipeline on the left with all the eggs in one basket
Scares me to death - a business, one hope, surely heading for a casket
The one on the right has a healthier look
With more opportunities for deals to be booked.

Once so simple, my pipeline for next quarter
Suspects, prospects, and the sales cycle was shorter
Names and numbers on cards was a must
In a shoe box or a file box, today they collect dust.

The prospects were familiar - referred or introduced
Not like today where leads are seduced
Tire kickers, assistants and all the wrong folks
Wanting ebooks and samples -- it's all a cruel joke.

Back then our forecasts were accurate and true
We reached all the ones who made decisions too
They paid on time, not 90 days late
And cared about partnerships since those were first rate.

We have CRM, email, and marketing tools
And our blogs and our websites make visitors drool
Graphics and videos are now all the rage 
And they clog up the pipeline in the very first stage.

I love all the tools for managing the pipe
Membrain is awesome and will keep prospects ripe
While you're sleeping, Hubspot helps prospects find you 
And their Workflows automate your messages too.

ConnectAndSell gets prospects to the phone for you
7 in an hour - almost too good to be true
Schedule new meetings from calls that are cold
It's today's way of calling - what's new is really old.

With all that has changed, one thing remains clear
You must still do the work or your pipeline goes bare
Get on the phone and talk with some prospects
Or quit sales today and move to customer service.

The End. No it isn't.

Selling - the art and science of getting people who didn't necessarily want what you have, to pay you a premium for it. Before you can sell anything, you must have some people to sell it to! Fill the pipeline today!

Would you like to contribute a verse to this pipeline poem? Give it a try - it can't be any worse than mine!

Topics: Dave Kurlan, HubSpot, sales pipeline, membrain, sales forecasts, chad burmeister, connectandsell

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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