Every seller’s nightmare: a full pipeline, but nothing’s moving.
Prospects aren’t responding, meetings get pushed, and follow-ups slip through the cracks. Suddenly, your quarter starts slipping, too.
But with a few high-powered strategies and a clear focus, you can start moving stuck opportunities into the win column.
Here are three power plays to keep deals moving and get to close faster.
Use the 14-day rule to rescue stalled deals
A stalled deal is a deal at risk.
When opportunities sit in your pipeline for 14 days without progress, they lose momentum and become harder to revive. The longer you wait, the more likely it is that the prospect will move on or lose interest.
The 14-day rule forces you to act before deals go cold. Set aside time every week to review inactive deals, pinpoint the reason for the stall, and take proactive steps to reignite the conversation.
Once you’ve identified a stalled deal, send a personalized follow-up. Something like this:
Hi [Prospect], I noticed we haven’t connected in a few weeks. I wanted to check in to see if you’re still facing [pain point] and share a new case study that highlights how we helped [similar company]. Let me know if you’d be open to a quick call to discuss next steps.
Still aren’t hearing back? Switch up your outreach approach: move from email to LinkedIn, send a video message, or reach out to another contact within the organization.
PRO TIP
Don’t rely on your memory to enforce the 14-day rule. Use Clari’s deal inspection tools to automatically identify stalled deals so you can step in before they fall out of your pipeline.Qualify faster, close smarter
What’s the fastest way to lose time (and deals)? Chase prospects who were never a good fit in the first place.
So, don’t be afraid to disqualify those leads. Look for early signs of low commitment, budget constraints, or unclear pain points. Ask direct questions about decision-making processes and budgets. If you get vague or non-committal answers, consider it a red flag.
Here’s a simple qualifying question:
Beyond solving [problem], what would a successful partnership look like on your end, and who else is involved in making that decision?
A strong answer gives you clarity. Specific outcomes, key stakeholders, and a clear timeline. For example: “Success would mean a 20% increase in efficiency within six months,” or “We’ll be evaluating solutions next quarter.”
A weak answer leaves you guessing. “We’re exploring options and will discuss internally,” or “I’m not sure who else needs to be involved just yet.”
When you feel the weight of indecision, probe further. Or disqualify early to save time for higher-potential deals.
PRO TIP
Use Clari's lead scoring to surface red flags early, like insufficient engagement or missing decision-makers. These signals help you disqualify faster and focus on higher-value prospects, keeping your pipeline clean and your time well spent.Never leave without a next step
Every successful deal is built on momentum.
And the fastest way to lose momentum is leaving meetings without a clear next step. Without next steps, you’re stuck chasing follow-ups and waiting for replies. Your deal will quickly slip into limbo.
Ready to lock in clear next steps? Here’s a simple three-part formula:
Clear action. “I’ll send you the proposal for review.”
Why it matters: Clear actions give both you and the prospect a concrete objective to work toward, avoiding confusion and delays.
Deadline. “Let’s review it together in two days.”
Why it matters: Deadlines create urgency and accountability, preventing deals from stalling in an endless cycle of “I’ll get back to you.”
Mutual agreement. “I’ll block 30 minutes on our calendars to discuss any questions.”
Why it matters: When both parties agree on the next step, you gain commitment, making it more likely they’ll follow through.
Before you end a meeting, lock down the next step and confirm it with the prospect. This simple habit keeps the momentum on your side and turns uncertainty into progress.
PRO TIP
Create a Mutual Action Plan within Clari Align to collaborate on next steps with your prospect. MAPs let you create shared timelines, assign tasks, and track progress in real-time, keeping both sides aligned and accountable throughout the deal.Move deals forward with confidence
Pipeline management is all about consistent, decisive action. By deploying the 14-day rule, qualifying prospects upfront, and locking in clear next steps, you’ll move from pipeline chaos to predictable progress.
Ready to see how Clari can help you close deals faster? Schedule a demo today.