When to close a deal and when to keep it going in the pipeline

Smart CRM & Sales Hub Tips, Tricks & Best Practices
1

Good day,

We have a number of deals in the later stages of the sales pipeline. They stay there as clients don’t say “no” but don’t sign the deal neither. Eventually, the timeline to execute the deal passed. We are still in contact with the company, but the specific idea/dates we pitch, are no longer feasible. Would it be best to close the deal and start a new one? Or would you keep a deal open as long as possible?

2

Hi @PatWi,

If the opportunity is no longer feasible, I would close it as lost.

If it is a deal that is just stalled and you don’t expect it to return…but it’s still something you’d like to revisit in the future:

  • Potentially create a custom property to label as “Future Opportunity”
    • Use this in combination with date properties to ensure timely follow-up
  • Same idea as above, but an actual deal stage which is technically closed lost, but labeled future opportunity

Hope this helps. Curious to hear other people’s insights on this as well.

Josh