The -Point Checklist for

Airtight Pipeline
Reviews

The antidote to committed deals slipping, anecdotal evidence, and shot-in-the-dark forecasting. Follow these 7 steps to

count pipeline that doesn’t just feel real (and push out what doesn’t).

#1: Who is the decision maker?

Why it matters

Name:

In today’s selling environment, purchasing

decisions are made one or two rungs above where

Function:

they were a year ago. Act accordingly.

Last touchpoint: / /

#2: Are we multi-threaded?

Why it matters

Other stakeholders:
On average, winning deals involve 8 points of

contact via email. Losing deals only make it to 3

points of contact via email. These insights

confirm the behavior of buyers we’ve all heard –

Function: they make decisions in groups.

Last touchpoint:

www.gong.io
#3: Did we discuss pricing?
Why it matters

When:
/ /
Win rates are highest when pricing is discussed

on the first call — 10% higher. That’s because

Are they equipped

Yes No buyers are well aware of their budgets right now
to sell internally?
and don’t want to waste time window shopping.

# 4: Are they engaged?

Why it matters

Emails sent in the past 7 days:

In the last week of a deal, healthy deals have a

significant increase in email activity with 11.5

Emails received in the past 7 days:

exchanges compared to 1.35 on losing deals. If

your estimated close date is coming up and your

email velocity is weak, that deal is sinking fast.

We analyzed 300,000 sales emails and discovered the 7 hidden laws of

sales emails. It’s got all the secrets top sellers use to write unignorable

emails, book more meetings, and close more revenue). Get the 7 Laws

of Highly Effective Sales Emails

#5: Did we set next steps?

Why it matters

When:
/ /
Close rates decline by an astounding 71% when

next steps are not discussed. Something about

With:

, , striking and hot irons?

Did they confirm? Yes No

www.gong.io
#6: Red flags?
Why it matters
Did they mention a competitor?
Yes No
Competitor mentions in late-stage deals result in
Did they postpone recent meetings?
Yes No a 20% drop in win rates. That’s because they
usually signal that buyers aren’t getting
Did their priorities change?
Yes No everything they need from you. And they’re
looking to get it elsewhere.

#7: What’s our path to close?

Why it matters
Does this line up with our estimated Yes No
close date?
Thinking strategically about deals is what gets
reps engaged. Don’t stop pipeline reviews at
What happens (for them) if they don’t get the deal done? piecing together data from CRM, email, and calls
– map out their next best step for each customer.

BONUS: Skip The Anecdotes

The tell-signs you’re still relying on shot-in-the-dark
forecasting:

1. Reps trust their gut to answer the “will it close this

month” question.

2. Committed deals keep slipping.

3. You’re coming in short – or above! – your forecast.

Gong automatically captures your customer interactions

and provides insights so you can identify deal risks early so
you can make the most of your existing pipeline.

It’s like a truth serum for your pipeline (goodbye, happy ears). 

Book a demo and see first-hand how Gong knows which deals
will close.

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