How to Get Sales Moving Again
A sluggish pipeline is every seller’s nightmare. Deals get stuck, prospects go silent, and the finish line seems farther away with every follow-up.
If you’ve spent the last quarter wondering “What’s wrong with my pipeline?” you’re not alone. This week on the Sales Logic Podcast, Meridith and Mark take a hard look at pipeline pitfalls and what it takes to fix them—especially when the market shifts, cycles slow, and decision-makers aren’t budging.
Treat Your Pipeline Like Data, Not Drama
The first myth to bust: More deals in your pipeline doesn’t always mean more wins. In fact, over-stuffed pipelines are often a trap.
“If your pipeline is stuck, you really need to be honest about what’s in your pipeline. Does it really belong in the pipeline?” —Meridith Elliott Powell
A healthy pipeline isn’t about impressing your manager with big numbers. It’s about tracking what is likely to close. If a deal hasn’t moved in three weeks, Mark says it’s time to question whether it belongs there at all.
Multiply, but Manage Carefully
Today’s market is anything but normal. Where a 3x pipeline used to suffice, tougher climates might require a 5x multiple just to hit quota.
“We are not in normal markets right now. It is an abnormal situation which means you have to increase it. But when you increase your pipeline, you increase your complexity.” —Mark Hunter
Yet, more deals mean more follow-up. Without “a really solid, consistent follow-up process,” you’ll quickly lose track.
Honesty Beats Hope: Prune Your Pipeline
Many reps confuse their CRM (everyone you know) with their sales pipeline (active, qualified deals). This confusion leads to wasted time chasing fruitless opportunities.
“Do not do your pipeline for your sales manager. Do your pipeline for you. Because you are going to spend time and energy on what is in your pipeline.” —Meridith Elliott Powell
A pipeline should be lean, filled only with real opportunities. Have a weak pipeline? That’s just good information, not failure. It tells you where to focus: more calls, stronger qualification, relentless follow-up.
When Prospects Stall: Diagnose, Then Act
What about prospects who go silent or keep kicking the can down the road? Both Meridith and Mark stress the importance of honest diagnosis and customized strategy for each stuck deal.
“I love getting an answer to…what your customers KPIs are. In this difficult market there are companies that are hesitant to make a decision… Find out from your customer what their KPIs are.” —Mark Hunter
Don’t just follow up for follow-up’s sake. Add value, share relevant content, and keep nurturing the relationship—especially after the proposal is out. If a deal’s lost, ask why. The feedback will make your next opportunity stronger.
Proposals Are the Beginning, Not the End
One of the most overlooked facts: sending a proposal isn’t the finish, it’s the halfway point. Smart sellers don’t just wait for a yes. They enrich the process with value, case studies, and fresh ideas until the deal closes (or learn why it won’t).
“Once you do the proposal, the sale is not over. The sale has really just begun, and you’ve got to get that proposal across the finish line.” —Meridith Elliott Powell
Sell Value, Not Just Features
In a risk-averse market, prospects want proof and confidence, not just features and benefits. If pipeline movement is slow, reevaluate your pitch. Are you selling a product or a clear, compelling return on investment?
Lightning Round: Top 10 Sales Skills You Need Now
- Listen at a whole new level.
- Discipline with your time.
- Business acumen, master the numbers.
- Focus on your customer’s customer.
- Critical thinking skills, become a creative problem solver.
- Curiosity, ask better questions.
- Master networking and relationship-building.
- Sense of urgency, move fast, follow up faster.
- Get good at AI and technology, use it to spend more time with customers.
- Small daily habits, consistency is the edge.
A great pipeline is a living thing. It’s shaped by honesty, discipline, and adaptation. Clear out the fluff, sharpen your process, and treat every blocked deal as a clue, not a failure.
Ready to close more with less stress? Start by asking yourself: “Am I working my pipeline, or is my pipeline working me?”
Question: Luka from Dubrovnik asks, “Love the show thank you. We listen here in Croatia every week. My question is what is wrong with my sales pipeline? I am qualifying like you say, getting deals in the pipeline but I cannot get them across the finish line.I either lose them at the end to a competitor or they just fall out, say they are not making a decision.”
Book: The Challenger Customer by Brent Admanson and Matt Dixon