Client History Reports

Hedin pointed out that there are ways for solution providers to track open opportunities in the pipeline. Not only will this help businesses think about what the next steps with clients are going to be in the future, but it helps sales teams weed out what opportunities have no future steps.

"If the discussion's going nowhere, that isn't an opportunity I want to show up in the pipeline. If there are no next steps for an open opportunity, it's not an open opportunity," he stressed.