Cut 30% of the Pipeline — The Counterintuitive Sales Strategy That Fixes Revenue

Cut 30% of the Pipeline — The Counterintuitive Sales Strategy That Fixes Revenue

When I step into a company to fix revenue, the first thing I do sounds insane to most people. I cut thirty percent of the pipeline.

Every time, the reaction is the same: wide eyes, nervous laughter, disbelief. But within weeks, something powerful happens. The noise disappears. The team stops chasing ghosts. And close rates start climbing.

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The Real Problem: Illusion of Progress

Most sales teams are drowning in what I call the illusion of progress.

They brag about how big their pipeline is — but rarely about how many deals actually move forward. Every week, the same names appear in meetings. No updates. No decisions. Just noise.

That’s not progress. That’s denial with a CRM.

The truth is simple: fake pipeline data wastes time, kills confidence, and hides the real revenue opportunities sitting right under your nose.

The Fix: Cut the Noise, Not the Team

When we cut 30% of the pipeline, we’re not punishing performance — we’re removing distraction.

Here’s the system we use:

• If a deal hasn’t moved in 30 days, the rep sends one message:

  “Hey — is this actually going to happen? If not, no worries. Come back when you’re ready.”

• Half of the prospects say “not now.” The rest re-engage immediately.

The result? A cleaner pipeline, faster deal velocity, and reps who can focus on opportunities that actually close.

Why It Works (and Why Most Leaders Won’t Do It)

Sales leaders often resist cutting deals because it feels like shrinking potential. But the opposite happens.

When your CRM reflects reality, you unlock:

• Accurate forecasting

• Higher rep confidence

• Better time management

• Improved win rates

A smaller, healthier pipeline is easier to coach, easier to manage, and far more predictable.

The Takeaway: Trim the Illusion to Build the Machine

Revenue systems don’t fail overnight — they decay under false data. Cutting 30% of the pipeline isn’t a risk. It’s a reset.

If you want to scale sustainably, start by cleaning the engine before you pour in more fuel. Stop chasing noise. Start focusing on movement.

So… what would happen if you cut 30% of your pipeline tomorrow?

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