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NT-087 / Decision pack

Sales pipeline prioritisation

Separate likely work from wishful thinking.

Compare opportunity value, explicit probability assumptions and next steps. Use a weighted scenario without presenting it as booked revenue.

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Editable .xlsxPDF guideNo macros

Start with the decision

Where should the team spend its next sales hour?

Owners and sales leads reviewing a small pipeline.

From input to next step.

  1. 01

    Define the stages

    Choose stages based on observable customer actions, such as a completed discovery or requested proposal. Record the evidence for the stage.

  2. 02

    Make assumptions visible

    Enter a probability as an assumption, preferably informed by comparable history. Do not treat a precise percentage as knowledge you do not have.

  3. 03

    Review effort and timing

    Use the next-action column to decide what needs attention. A large weighted value with no customer next step may be less actionable than a smaller ready opportunity.

A look inside

The example, in plain sight.

Fictional values from the workbook. Amounts are illustrative currency units, not a market rate or a customer result.

Opportunity
Operations review
Potential value
3,000.00
Probability
50.0%
Stage
Proposal requested
Next action
Confirm scope
Owner
Sales lead
Weighted value
1,500.00

Before you use the result.

  • Probabilities must be between zero and one.
  • Weighted totals are scenarios, not commitments.
  • Remove duplicated opportunities.

The workbook provides planning scenarios, not a reliable forecast without calibrated inputs.

A few useful answers.

All questions →
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What will I receive?

Each product includes a PDF guide, an editable Excel workbook, a fictional worked example, a blank worksheet with 50 prepared rows and a decision log. Working kits also include an implementation plan and an adaptable message. The exact file list is on each product page.

What software do I need?

A PDF reader and spreadsheet software that supports standard .xlsx formulas. The workbooks contain no macros or external data connections. Formula results depend on your inputs and your spreadsheet software recalculating them. No paid AI account is required.

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