A forecast you can trust, and the process that keeps it true.
The Pipeline Reset is two working sessions with your sales team. We write your sales process down, stage by stage, then run every open deal against it. Within two weeks the finished document is in your hands.
Three and a half hours each, remote, on US or European hours.
From the end of session two to your finished document.
Until we check together that the process is in use.
Training doesn't fix broken infrastructure. So we build the infrastructure in the room, and the training is how it gets built.
Eighty to ninety percent of what a sales team learns in training is gone within 90 days, because there was no system to run it in.
Two sessions. Three and a half hours each.
Your best people already have a process, but it lives in their heads. These two sessions put it on paper where the rest of the team can use it.
Session oneWrite the process down
We start by checking your sales operation against the seven parts every predictable one has, and mark which are written down and which live in someone's head. Then we write your sales process, stage by stage: seven to ten stages, each one with six fields.
- Entry criteria
- Activities
- Exit criteria
- What disqualifies a deal
- Normal time in stage
- Owner
Session twoMeasure the pipeline against it
We build your qualification scorecard: four dimensions scored zero to three, with thresholds for what moves forward, what goes to nurture and what leaves the pipeline now. Then we run your actual open deals through it, one by one, and finish by deciding who owns each stage from Monday.
- Moves forward
- Goes to nurture
- Leaves now
You pull your open deals, with value, stage and last activity. I write session one up from the recording, so you walk into session two with your process in front of you.
If a field can't be filled, you have found a gap your reps are filling with guesswork. Finding those gaps is the point.
What your forecast says when every deal is measured the same way.
In session two we run your open deals through the scorecard, one at a time. This is the part people tell others about.
| Deal | Value | Stage on the board | Score | Verdict |
|---|---|---|---|---|
| Regional distributor, renewal and expansionBudget confirmed, decision date set | $180,000 | Negotiation | 11 of 12 | Real |
| Software rollout, 200 seatsNo contact in 41 days, champion left | $240,000 | Proposal sent | 4 of 12 | Dead |
| Equipment service contractDecision maker in every meeting | $95,000 | Proposal sent | 9 of 12 | Real |
| Multi-site pilotQualifies, no follow-up in three weeks | $150,000 | Discovery | 8 of 12 | Underworked |
| Annual license, new clientNo budget, decision maker never met | $120,000 | Negotiation | 3 of 12 | Dead |
| Consulting retainerQualifies, no next step booked | $60,000 | Demo | 7 of 12 | Underworked |
| Upgrade, existing clientPaperwork in legal | $75,000 | Verbal yes | 10 of 12 | Real |
Nothing about the deals changed overnight. You now know which $350,000 you can plan the quarter on, and which $210,000 needs someone on it this week.
Want to see where your own forecast stands? Run The Defendable Forecast first. Your numbers stay in your browser.
Check your forecastWhat you walk out with
- IYour sales process, written down stage by stage, in your own words.
- IIYour qualification scorecard, with thresholds you set.
- IIIYour open pipeline rescored, and the adjusted forecast.
- IVAn owner for every stage from Monday, and a 30-60-90 plan.
- VA follow-up call 30 days later.
I write the full document from the recordings. It reaches you within 48 hours of session two.
You decide whether it was worth it before we finish.
You tell me whether it was worth it. If it wasn't, you get your money back on the spot, with no discussion.
After that, the guarantee is about the outcome. If your team isn't using the process, I come back and run another session at no charge, same scope.
The money back is the small promise. Your team's time is the bigger investment, so the second promise is the one that counts.
The next five companies
The next five companies get The Pipeline Reset on founding terms. In return they give three things, agreed up front.
- IA written case study with real before and after numbers, which I can publish.
- IIA named testimonial from the person who made the decision.
- IIIIntroductions to two companies in your network with the same problem.
When the five places are gone, the founding terms are gone too.
In their words
Before hearing Joel speak, sales often felt like a chore. It was something we knew we had to do, but there wasn't much visibility into whether what we were doing was actually working.
After understanding the process Joel presented, sales became much more interesting because we could actually see progress. It became less about just doing sales activities and more about understanding what was working, what wasn't, and how we could improve.
Ironically, having a repeatable process made sales more enjoyable because we started getting more yeses.
I think one of the biggest misconceptions we had was that every sales conversation needed to be different. We were constantly trying to find new ways of approaching sales or encouraging people to 'mix things up.'
Joel showed me that when you have a process that actually works, you don't need to reinvent it every time. You repeat the process, measure what happens, and improve it.
It might sound less exciting, but the results make it much more rewarding because you know what you're doing and why you're doing it.
Who runs it
I'm Joel Iverlöv. I build the infrastructure underneath B2B selling, then hand it to the people who run it every day. I run both sessions myself, and I write your document myself.
- An industrial supplier with 18 field reps went from planning their days on gut feel to number one in Northern Europe within 18 months.
- A media company with no B2B offer built one in 14 days and reached $550,000 in its first year.
- 12
- years building and leading sales
- 2,000
- clients
- $6M+
- in sales through my companies
- 3
- software companies built and sold
Who it's for
- Companies with 15 to 250 people and a sales team of five to twenty.
- B2B: technology, industrial, consulting or services.
- A decision maker who can be in both sessions.
Not the right fit if
- You don't have a sales team yet.There has to be a way you sell before there is anything to write down.
- You want someone to run the process with you afterwards.That is what fractional is for.
Questions
Is this sales training?
No. Training teaches tactics. This writes down the system those tactics run in, with your team in the room building it.
What do you need from us?
Your numbers five working days before session one: close rate per rep, the deals in your pipeline, average deal size and cycle length, and your last five lost deals with the reason given. In the room: the decision maker for both sessions, your two best sellers and one rep who is struggling. If the struggling rep understands what we wrote down, it works.
We're looking at an AI tool for the CRM instead.
A tool needs something to measure against. Without entry and exit criteria for each stage, it calculates the same guess faster. Write the criteria first, and the tool has something to work with.
Does it work on US hours?
Yes. Both sessions are remote and run on US or European hours, whichever is yours.
What's the investment?
We go through it in the first conversation, together with the founding terms.
What happens after the 30-day call?
Some teams carry on alone from there. Others want someone to run it with them for a while, and that is what fractional is for.
Start with a conversation.
45 minutes. Your situation in your words, what I see, and whether this fits. No pitch, no deck.