Pipeline Compression: The Secret to Closing Deals 2X Faster (And Doubling Your Income in the Process)
John Harvey
Sales Division Manager | I Build Elite Sales Teams, The Systems for Scalable Growth and Predictable Revenue Streams
By John Harvey
"The fastest closers don’t work harder, they remove friction, compress time, and make success inevitable." Your deals are taking too long and every extra day that passes isn’t just delaying a sale, it’s delaying your income.
The difference between top earners and struggling sales reps isn’t talent. It isn’t even effort. It’s the speed of which you close and the system that you put in place to execute your deals.
If you:
Yet, most sales teams are wasting weeks (or months) on deals that should have closed yesterday. So, if your pipeline is moving slower than it should, you are leaving money on the table and the worst part? It’s happening so subtly that most salespeople don’t even realize how much potential income they’re sacrificing.
Bottleneck #1: "Waiting for Next Steps" Is Killing Your Deals
The Problem:
This is where deals go to die. Every time a prospect asks for more time to think, more time to discuss internally, or more time to review a proposal, the probability of closing the deal drops significantly. Time creates uncertainty. And uncertainty kills momentum.
The Fix:
Bottleneck #2: Overcomplicating the Sale
The Problem:
Over time, companies add more steps to their sales process to minimize risk. But each extra step creates friction, and friction slows momentum. Buyers don’t want more information, more calls, or more approvals. They want clarity and confidence in their decision.
The Fix:
Example: The most successful SaaS companies have eliminated drawn-out demos and proposals. They offer instant trials, one-call closes, and seamless onboarding to remove friction. If you’re still operating with a complex, multi-step process, you’re losing sales to companies that make buying effortless.
Bottleneck #3: Failing to Create Urgency
The Problem:
Most buyers will delay a decision as long as they can. Why? Because delaying feels safer than committing. Without urgency, your prospect will push your deal off indefinitely.
The Fix:
Urgency isn’t about manipulation. It’s about helping your prospect make a decision that benefits them sooner rather than later. The best closers don’t wait for buyers to feel ready. They create the conditions that make buying the obvious next step.
Fix These Bottlenecks, and Your Income Will Skyrocket
Bad salespeople wait. Good salespeople chase leads. Elite closers engineer velocity so money comes faster.
Ask yourself: Are you dragging out deals and delaying your paycheck? Or are you compressing your timeline and accelerating your income?
If you want to earn more, you need to sell faster. If you want to break out of your income bracket, you need to close deals in half the time.
More speed = More money. Period.
How to Implement This in the Next 7-Days
Day 1: Identify your biggest revenue bottleneck. Where are deals stalling?
Day 2: Map out your sales process and pinpoint inefficiencies.
Day 3: Eliminate or automate any friction points that slow deals down.
Day 4: Systematize your best sales strategies so they’re repeatable.
Day 5: Make decision-making faster by removing unnecessary approval steps.
Day 6: Focus your team on high-impact work by cutting distractions and redundant tasks.
Day 7: Test, measure, and refine your new process to optimize for speed and efficiency.
Let’s Keep the Conversation Going
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4 天前These tips apply to ALL business dealings both internal and external because we are all selling something. Our ideas, requests for resources, driving project management completion you name it. Thank you this is valuable insight.
Helped 160+ Companies Drive Record-Breaking Growth | Business Growth Expert | President @ GrowthSmart Consulting | Sales Process Optimization | Team Performance Acceleration | Keynote Speaker
4 天前Take charge and save time. In every business interaction, there’s a silent battle for control. The one who controls the frame?and how the conversation is structured dictates the outcome. John Harvey