This blog brought to you by The Sales Hunter Podcast, episode #349.
Is Your Pipeline Working For You or Against You?
Most salespeople — and yes, this could include you — have a pipeline that’s actually working against them. It’s bloated, messy, and full of dead weight. Instead of helping you close deals, it’s slowing you down.
You don’t want a sewer pipe. You want a water tap — where the right leads flow in, move quickly through the process, and come out the other end as customers. Let’s talk about how to make that happen.
Stop Saying You Need More Leads
Sales managers love to say, “You don’t have enough leads.” And salespeople, lacking confidence, echo it: “I need more leads.”
No, you don’t. You don’t need more leads. You need better leads.
The goal isn’t volume — it’s velocity. Give me ten qualified prospects any day over a hundred random names that will never move. When you overload your pipeline, you can’t follow up effectively. And when you can’t follow up, opportunities die.
The Three Filters That Turn Chaos into Clarity
To unclog your pipeline, every name in it must pass three filters:
- ICP – Ideal Customer Profile
- Buyer Intent
- MOD – Moment of Decision
Even with a strong ICP, your pipeline can get messy if you ignore the other two. These three must align perfectly — like gears in a well-oiled machine.
1. Your ICP: The Foundation
Your Ideal Customer Profile defines who’s truly a fit for what you sell. If a lead doesn’t match your ICP, they don’t belong in your pipeline.
When you stay within your ICP, you understand the world your buyers live in — their news, challenges, and shifts. That awareness lets you spot what’s coming before it happens.
2. Buyer Intent: The Signal
Buyer intent tells you why now. It’s the signal that says a prospect is moving toward a decision.
Maybe they’ve changed leadership, expanded their team, or launched a new initiative. Those are triggers. But not every signal matters. Find the two or three intent signals that truly correlate with buying behavior in your market.
Don’t chase every shiny object. Stay focused on the signals that actually mean something.
3. MOD: The Moment of Decision
Even when a prospect fits your ICP and shows intent, you still need to know when they’re ready to buy.
That’s the Moment of Decision (MOD) — the point when the prospect has to make a move. It could be the end of a fiscal year, a product launch, or a contract expiring.
No MOD? Then it’s not time to sell. Keep nurturing, but don’t waste your energy trying to close a deal that can’t close yet.
Tight Focus Beats a Bloated List
When your pipeline is narrow and precise, you’re free to spend more time understanding each prospect. You can tailor your message, personalize your outreach, and respond at the right time.
This leads to deeper conversations, stronger relationships, and ultimately — higher margins.
Because here’s the truth:
In the absence of trust, low price is everything.
But when you build relationship and trust — what I call R + T — price stops being the deciding factor. Buyers see value instead of cost.
Relationship + Trust = Real Selling
Trust doesn’t come before relationship. You can’t have trust without connection.
A full pipeline makes this impossible — you simply don’t have the time. But when your pipeline is tight, focused, and filled with the right prospects, you can actually build trust.
And that’s when you stop discounting. That’s when customers start buying based on value, not price.
This Week’s Challenge
Look at your pipeline. Every single lead. Ask yourself three questions:
- Does it fit my ICP?
- Is there a clear buyer intent signal?
- Do I know their moment of decision?
If the answer is “no” to any of those, move them to your marketing list and get laser-focused on the ones that matter.
When you do, your pipeline becomes a water tap — not a sewer pipe. Deals flow faster. Relationships deepen. Value increases.
And that’s what great selling looks like.
