Save Q4(and your year)!

💥 It’s time to get ruthless with your pipeline. Q4 is almost over...

So, CROs, sit your VPs down for a deal clinic with their teams. Right now.

Here’s the reality: if a deal isn’t moving, it’s hurting you. By hanging onto dead weight, you’re wasting precious time and resources that could be used on deals with a real shot at closing before the year ends.

Here’s your action plan for a Q4 pipeline cleanse:

👻 Identify the “Ghosts.” Go through your pipeline and ask: When was the last time we heard from this prospect? If they haven’t responded to emails, calls, or LinkedIn messages in weeks, it’s time to label that deal as stalled. Remove these “ghost” deals or deprioritize them(they can be followed up in January)—free up space for high-priority accounts that actually want to close.

⤴️ Set Clear Qualifiers. At this stage, every deal should meet specific, non-negotiable criteria to stay in the running. That means the timeline aligns with Q4, the budget is confirmed, and decision-makers are engaged. If a deal is missing one of these elements, put it on the back burner. You need to zero in on deals with a high chance of immediate conversion.

⤴️ Reassign Resources. Once you’ve cleaned out the pipeline, direct your top salespeople to focus exclusively on these high-probability opportunities. Let your team know that the priority is quality over quantity, especially now. A smaller pipeline of deals with strong potential will close faster and with higher value than a pipeline bogged down with maybes and unknowns.

⤴️ All hands on deck. Each deal needs multithreading. Each deal that is left might need a CEO Executive update to the prospect´s CEO, or a VP sales to VP sales communication. Each deal might need some specific material, an extra meeting with your CTO, an extra session with your CS team, and another convo with a client of yours. Leave no stones unturned now, once you have chosen your target accounts in your pipe.

⤴️ Get creative. Get creative with pricing, contract terms, implementation scope, integrations, payment options, more onboarding sessions, more support included, faster SLAs, etc. Have your sales reps down with your champions and talk to them about how to Get creative together, to get to the goal together. There are a million moving parts, we can move around to get that deal in. Now it’s time to start these convos.

🧠 Time to make the hard calls. Cutting dead deals isn’t a loss—it’s a strategic move to maximize revenue. Your team will thank you when they’re focused, energized, and have room to close those high-value accounts.

Last but not least. Once your teams have chosen their target deals to focus on, they should do NOTHING else. No HR training, no invoice collection, no NPS scoring with customers, no SKOs. We don't have time to do anything but close!

Want to see the on-demand webinar we just did on the topic? Find it here!

Need help? Book here!

Now, go do that deal clinic! 🤟🏼🦄