Founder: I’ve got 50 opportunities my team is working on, some big names!
Founder: I’ve got 50 opportunities my team is working on, some big names!
Me: How many sales people
Founder: Two
Me: What ones are forecasted to close this and next quarter?
Founder: I’m sure some of the opportunities will close.
Me: What ones are your 2 sales people prioritizing?
Founder: I don’t know.
With a small team and the board breathing down your neck for revenue (market validation), this “big pipeline” that isn’t properly qualified is a big red flag.
- The founder must know what deals are most likely and why.
- Know why the customer wants your product and wants it now
- Founder must be involved in these early sales