You're having conversations but they're not qualified, and your pipeline is full of deals that will never close
An unqualified pipeline is worse than a thin one. It creates false confidence, wastes sales resource on deals that will never close, and masks the real problem: the commercial motion isn't generating genuine buying intent. An unqualified deal can consume months before it's clear it was never real.
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Do it yourself: step by step
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Build a healthcare-specific qualification framework that asks four questions: Is there a named clinical or operational problem this solves? Is there a budget holder who has been identified and engaged? Is there a procurement pathway this fits? And is there a timeline driver, a waiting list target, a CQC finding, a board commitment, that creates urgency? Deals that don't answer yes to all four are not in the pipeline, they're in a nurture list.
This problem is Solvable.
Free personal check
Done by Paul Robinson, not software
I'll look at how you qualify deals and show you which ones belong in your forecast
What I need from you
- Answers to 8 tap questions
- Your company website
What you get
- Which deals in your pipeline are really qualified
- The entry criteria I would add
- Where deals fall out by stage
Within 2 working days
No sign-in, no sales call. I read every request myself and reply on WhatsApp.
Paul Robinson
14 years in UK private healthcare
I solve this one for healthcare companies
Want a hand? I'll look at your situation and tell you the three things I'd tackle first.
A few quick questions, about two minutes. I read every one myself and usually reply the same day.
No sales call unless you ask for one. Just a straight answer from me.
I reply personally, usually the same day.
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