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FOUNDER’S GUIDE TO B2B SALES SECTION 04 MANAGING 20 Cadence 21 Cadence examples 21 Pipeline management 21 The four key fields of opportunities 22 Example stages and definitions 23 What is a pipeline scrub? 24 How many opportunities can a seller effectively handle? 25 Forecasting and probabilities 26 The word “commit” 26 Triangulation forecasts 27 The weekly forecast sheet 27 Forecasting the coming week 28 Deal reviews 28 One meeting or three? 29 Quarterly business reviews (QBRs) 29 The quest for repeatability 30 Proving repeatability 30 To learn more about managing SPRING 2023 .19

BALDERTON The Founders Guide to B2B Sales - Page 19 BALDERTON The Founders Guide to B2B Sales Page 18 Page 20

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