The Visual Pipeline provides a way for us to view, in a single look, the state of our business. The pipeline is represented by the four bases with Suspects (we have an appointment) along the first base line, Prospects (they need it, have a compelling reason to buy and we have S.O.B. Quality) at second base. Our Qualified Opportunities are lined up on the way to third base and our Closeable Opportunities are lined up on the way home.
You can request a free Excel Spreadsheet (proof of purchase of Baseline Selling required) that allows you to input your critical ratios into the Visual Pipeline so that you can also check your pipeline for balance.