Long form
Insights
Essays from the Threshold partners. Published once a fortnight. We post under our own names; the firm signs nothing it cannot defend.
If you only revise forecast at quarter-end, you are revising it under maximum pressure and minimum information. The fix is upstream.
MEDDPICC is a discipline. Filling the fields is evidence the discipline is happening.
If your seller cannot name three contacts at the account, the deal is not real yet. Pipeline Pulse rule R3 fires for a reason.
If the Monday review meeting is good, the rest of the week is good. The Monday meeting is the leverage point.
The champion introducing a second stakeholder is the highest-leverage moment in a deal. Most sellers do not ask for it.
We use Gemini in Pipeline Pulse for one thing: writing down what the rules already found. The rules do the work.