44 lines
1.1 KiB
Markdown
44 lines
1.1 KiB
Markdown
---
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title: "Pipeline Review"
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type: concept
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tags: [sales, pipeline, coaching]
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last_updated: 2026-04-20
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---
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## Summary
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- 定义：系统性审查销售 pipeline 的结构化流程，用于评估交易健康度和风险
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- 目标：将 pipeline 审查从审问式转变为 coaching 对话
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## Key Questions
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- "这交易什么时候关闭？" → "关于这笔交易我们不知道什么？"
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- "最有可能降低风险的下一个步骤是什么？"
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## Review Cadence
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### Weekly 1:1
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- 活动进展
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- 障碍
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- 习惯
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### Bi-weekly Pipeline Review
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- 交易健康度
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- 资格差距
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- 风险
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### Monthly/Quarterly Forecast
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- 模式识别
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- 预测准确性
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- 资源分配
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## Portfolio Patterns
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- 交易阶段分布：开场强但收盘弱？
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- 特定阶段卡顿？
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- 回避特定类型对话（定价、执行访问、竞争替换）？
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## Pipeline Quality vs Quantity
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- $2M 无资格交易 < $800K 每个交易都有验证商业案例 + 已识别经济买家
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## Connections
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- [[Sales Coaching]]：通过 pipeline review 进行 coaching
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- [[Sales Coach]]：实施 pipeline review 的 AI Agent
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- [[Forecast Accuracy]]：pipeline review 支持预测准确性 |