The 3-week system build that recovered $180k in pipeline
Client name withheld. A founder-led B2B services company had plenty of leads and a full CRM—but deals stalled after demo. Leadership suspected “sales execution,” but the real issue was system design: stages nobody trusted, follow-up that depended on memory, and no weekly view of what was actually at risk.
Week 1 — Make reality visible
- Audited stages, fields, and required data at each step.
- Removed duplicate statuses and aligned “next step” to one owner field.
- Built an owner dashboard: open pipeline, aging deals, and leads without first response.
Week 2 — Automate the boring parts
- SLA tasks when leads sat untouched > 4 business hours.
- Post-demo follow-up sequence tied to stage—not a generic drip.
- Notifications to the founder only on exceptions, not every field change.
Week 3 — Install cadence
- 30-minute weekly pipeline review with a fixed agenda.
- “Stuck deal” list generated automatically before the meeting.
- Forecast snapshot leadership could trust for the next 30 days.
Outcome
Roughly $180k in opportunities that were sitting in “demo held” or “proposal sent” with no dated next step were re-engaged or closed within the next two quarters. Not magic—just a system that matched how the team actually sold.
Similar shape? See revenue operations or start with the business checkup.