MARK PARHAM · BUSINESS COACHING DUBAI

Ras Al Khaimah B2B pipeline worksheet

Build a list of relevant accounts, then track evidence that each account is moving towards a buying decision. Use company-level information and roles; keep sensitive contact details in your authorised CRM.

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Illustration only, not a forecast: 40 researched accounts → 16 conversations → 8 qualified opportunities → 4 quotes → 2 wins. Stage counts must refer to the same defined cohort and period. A quote is not a win, and a win is not cash received.

1. Define a business worth approaching

Account fitThe service promise and operational limit

2. Research each account

Account recordsBuyer roles and decision process

3. Record evidence, not optimism

Conversation and qualification notesNext action agreed with the buyer

4. Define the stages

My stage-entry rulesMy review cohort and counts

5. Review and decide

Conversions and stalled stagesNext week’s one improvement