Pipeline, deal management & forecasting
A pipeline you can trust and a forecast you can defend.
no more end-of-quarter surprises —
who it’s for —
Built for the people doing the selling.
- Account executives managing their own pipeline and commit
- Account managers forecasting renewals and growth
- Sales managers running pipeline reviews and forecast calls
- Revenue leaders who need consistent forecasting across teams
What we hear from teams
Bloated pipeline
Old and unqualified opportunities stay open, making coverage look healthier than it is.
Forecasts built on hope
Commit and best-case calls rely on how a seller feels rather than what the buyer has done.
Inspection, not coaching
Pipeline meetings check dates and amounts but rarely help a seller move a deal forward.
what we work on —
What the training covers
Short input, real scenarios and plenty of practice. Every exercise is built around your customers, your deals and your sales process.
- Pipeline hygiene
- Clear stage criteria, next steps and close dates that reflect buyer actions.
- Deal control
- Mapping stakeholders, risks and a mutual plan so sellers lead the process rather than react to it.
- Evidence-based forecasting
- Forecast categories tied to verifiable buyer commitments, with MEDDPICC where your team uses it.
- Running your sales week
- Weekly routines that protect selling time and keep pipeline moving.
- Better deal reviews
- Questions managers can use to test evidence and agree the next best action.
Explore. Practise. Perform.
See how a session runsonline or in person —
How we deliver it
Run as half-day workshops for sellers and for leaders, as part of the MEDDPICC series, or within the Sales Leaders Online Series. Exercises use your CRM stages and live pipeline.
- Live online
- Face to face
- UK & Europe
- Small groups
What changes afterwards
- Opportunities with dated, buyer-agreed next steps
- Forecast categories applied consistently across the team
- Pipeline reviews that end with clear actions per deal
- Earlier conversations about at-risk deals
Behaviours we agree to look for with you before delivery, not guaranteed results.
ready to book —
Courses that cover this
Account Executives LabDeal Control
Keep complex deals moving through multi-threading, purposeful stakeholder engagement and executive alignment.
Half dayOnline or face to face
Account Executives LabMastering Your Sales Week & Forecasting for Account Executives
Plan a purposeful sales week, protect time for revenue-generating activity and keep your forecast grounded in buyer evidence.
Half dayOnline or face to face
Account Managers LabMastering Your Account Week & Forecasting for Account Managers
Balance client care, renewals and growth with a purposeful weekly plan and an evidence-based account forecast.
Half dayOnline or face to face
Sales Leaders StudioForecasting with Confidence
A focused half-day session on building, reviewing and communicating a forecast based on evidence rather than optimism.
Half dayOnline or face to face
MEDDPICCMEDDPICC Part 4: Competition, Deal Reviews & Forecasting
Position against competitors, strengthen deal reviews and embed MEDDPICC into weekly routines to support more accurate forecasting.
Half dayOnline or face to face
Questions teams ask
Do you need access to our CRM?
No. We ask you to share stage definitions and anonymised examples so exercises reflect your process. Participants can work on their own pipeline in the session.
Is there a version for managers?
Yes. Forecasting with Confidence is a half-day session for sales leaders, and our leadership programmes cover pipeline reviews and coaching.
Will this improve forecast accuracy?
We focus on the behaviours that support accurate forecasting, such as evidence-based qualification and consistent categories. Accuracy also depends on your market, data and management follow-through, so we agree indicators with you before delivery.
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Where better selling begins.
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Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.