Mark Nietzel's Lightning Pipeline Review Format

Tactic toolkit

Mark Nietzel's Lightning Pipeline Review Format

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Mark Nietzel

Most deal reviews are status updates where your manager asks you questions and you already know the answers. That's not coaching. That's theater.

Mark's three-step deal review process actually catches pipeline risk: stage legitimacy, deal velocity, and stakeholder health. You'll identify dead deals in week three instead of week twelve, and you'll know which deals actually close next month.

Mark Nietzel

I'm a sales manager in the Construction Technology space. 5 years as a seller, began career in leadership in 2023. Washed up former NCAA water polo player who still tries to get outside. I currently manage a team of 7 Account Executives who help specialty contractors evaluate, purchase, and implement Procore.

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Run Deal Reviews That Actually Catch Risk and Move Pipeline

The Stage Legitimacy Check

Most deals sit in stages forever because reps hope they'll move. This step forces a simple question: can you name the specific action that earned this deal its current stage? If not, it's in the wrong stage.

The Velocity Indicator

How many days has this deal sat here? If it's been three weeks in stage two with no forward motion, that's a flag. This framework tells you what normal velocity looks like and what means you're stuck.

The Stakeholder Accountability Check

Who owns next step? Is it you or them? If you own next step and it's been a week, that's a you problem. If they own it and it's been two weeks, that's a deal problem.

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