How to Pressure-Test Your Sales Pipeline Before Q4

Let’s be real.

Most clinical research vendors are heading into Q4 with a “pipeline” that’s more of a wish list than a sales plan.

Too many deals are stuck in limbo. Too many reps are chasing ghosts. And too many leaders are shocked when Q4 rolls around and revenue doesn’t land.

That’s not a forecasting problem — it’s a discipline problem.

If you’re serious about ending the year strong, now’s the time to pressure-test your pipeline — before your team spends the next 90 days chasing deals that were never real to begin with.

1. Do we have clear, committed next steps — or just hopeful placeholders?

Ask your team: What’s the next scheduled meeting or agreed action?

If the answer is anything like:

• “Waiting to hear back”

• “They’re reviewing”

• “We sent the deck”

That’s not a deal. That’s a dead zone.

Real opportunities have movement.
There’s a calendar invite. A next call. A mutual deliverable. Something that proves they’re still invested.

Challenger POV: Most teams confuse activity with momentum. You don’t need more emails. You need mutual commitment.

2. Are we single-threaded — or have we built multi-threaded relationships?

One contact = one point of failure.

If your champion goes dark, gets promoted, or takes PTO… does your deal go with them?

In clinical research — where turnover is high and org structures shift constantly — multi-threading isn’t optional, it’s insurance.

Ask:

• Who influences the decision?

• Who signs?

• Who’s actually feeling the pain you solve?

If you can’t name at least 2–3 contacts per account, you’re exposed.

Challenger POV: “We have a great relationship” isn’t a strategy. It’s a liability if your champion loses power.

3. Are we solving a problem that matters now — or just circling interest?

There’s a big difference between:

• “That’s interesting, send me more info,”
  vs.

• “This is a current gap we need to close before Q4 ends.”

Most vendors stop at interest and never push for urgency.

The opportunity becomes a “maybe later,” and disappears when budget gets pulled or priorities shift.

Ask yourself:

• Is there a defined problem you’ve helped them name?

• Is there a timeline or consequence attached to inaction?

• Have they shared what happens if they don’t move forward?

If not — you’re in a discovery loop, not a deal.

Challenger POV: You don’t sell by being nice. You sell by helping your prospect see the cost of staying where they are.

Bonus: Are you weighting your pipeline — or just guessing?

Let’s say your pipeline says $1.2M. Looks great. But if half those deals are shaky… what’s it really worth?

That’s where weighted forecasting comes in.

A clean pipeline isn’t just about what’s in it — it’s about how confident you are that it’ll close. And confidence comes from qualification, not hope.

Use this basic sanity check:

• Early-stage (curiosity, intro call) → 10–20%

• Mid-stage (scoping, pain confirmed, multiple contacts) → 40–60%

• Late-stage (urgency established, next steps committed) → 80–90%

If you're applying weights randomly — or not at all — you’re forecasting on vibes, not facts.

Challenger POV: You don’t need a more optimistic forecast. You need an honest one.

Q4 Will Be Built on the Rigor You Apply Right Now

The best pipelines aren’t the biggest — they’re the cleanest.
The ones where every deal has been challenged, tested, and aligned with urgency.

If you’re a site network, IRB, or research tech company relying on a handful of key opportunities to make your number, this isn’t optional.

You need confidence in your pipeline — not just activity in your CRM.

Need help pressure-testing your team’s pipeline?

I work with commercial teams across the clinical research industry to bring structure, insight, and accountability to their sales efforts — so they stop guessing and start closing.

If you're unsure whether your pipeline can hold under pressure, let’s talk.
Q4’s still winnable — but not if you wait.