Skip to main content

This series focuses on Salesforce training and application scenarios targeted to new users — or those afraid to admit they don’t understand the pipeline.

The table below displays two Opportunities in your team’s Salesforce Opportunity pipeline. In this scenario both [BDM1] and [BDM2], the opportunity owners, approach you for support to work the deal. Both require a full day of travel to go on-site and meet the client. Unfortunately, you can only support 1 of these Opportunities.


Which one do you choose?


  • Both fit the Ideal Client definition
  • Both A and B are equal size organizations

Don’t hesitate to contact us if you have any questions or would like to know how this applies to your business. Stop searching for the knowledge and have it delivered directly to you by Subscribing to Read the Review & Save a Few [News Letter], your weekly debriefing to all the Sales Acceleration Software News, Reviews, & How-to’s!




The Sales Quant

About The Sales Quant

A champion of B2B sales and marketing alignment and brand audience development, Jeff is passionate about leveraging content, technology and data to enable challenger organizations to accelerate sales and realize extraordinary growth. As the CEO of Madison, Michigan and Market, and the Publisher of SalesQuants, Jeff is a resource to both Sales Executives and CMOs because he understands the dynamics of their relationship.