The Funnel
By the end you can say what a pipeline is for and why bursts of asks produce less work than fewer asks pursued on purpose; name the five stages and the evidence that proves each; build a pipeline of ten named prospects with a door, a stage, their last words and a dated next action on every row; count a funnel, find the biggest drop and say which stage yours is failing at from the number, not the feeling; follow the cadence and know why a reply is never a follow-up; draft a follow-up under direction from the prospect's exact words and send nothing that fails the check; and run the weekly pursuit target in SGL.