Pipeline construction & liquidity is the # 1 thing to check every week. This is called Momentum, and this is why it matters: ▪️ Healthy pipeline construction gives you liquidity and momentum. ▪️ Important: salespeople get better as they sell more. They get worse as they sell fewer deals unless they have already gone through a phase of high sales within the company. ▪️ A healthy sales pipeline has a combo of Strategic, Long-bets, Standard and Tactical deals. ▪️ Each deal has a different complexity, sales cycle and unique value. Knowing how your pipeline is skewed will save headaches. ▪️ Balancing a pipeline means hiring dedicated people per deal category and Revenue Leaders getting their hands dirty in each category. It is impossible to know each category's constraints/issues if you haven't done it. ▪️ If you have too many Strategic deals, you will not be able to forecast anything. By nature, strategic deals face high uncertainty because they require +5 layers of approval within the customer org. Relying on them alone is risky and, sooner or later, you will miss expectations. ▪️ Long-bets are just bets with a potential revenue impact in +12 months time. Don't have too many of them to avoid distraction. ▪️ Tactical deals are low value but fast movers. They give you a lot of liquidity and momentum. They are also tougher to manage because nobody wants to pay and not be managed by the vendor. ▪️ In the age of AI, you block competitors from getting into an account by moving faster. Land-and-expand is an excellent friend here. ▪️ Even if your strategy is to sign large deals, try to also sign smaller deals first to get momentum. Getting a MM company in the industry you target to sign quicker and give you logo rights is better than waiting 9 months for a bigger one. You need case studies and public validation. ▪️ Funny enough, some of the Long-bets may perform better & quicker than Strategic deals. That's the beautiful nature of bets; they can outperform expectations if you place the right bet.