Audit Pipeline

A structured audit of your demand flow that maps every stage, identifies drop-off points, and delivers specific fixes within 30 days.

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The Problem

Pipeline looks healthy at the top but revenue is flat. The usual suspects:

• Leakage between stages — leads disappear between MQL and SQL, or between SQL and Closed Won, and nobody can explain where they went
• No loss taxonomy — deals are marked "Closed Lost" with no categorisation of why, so the same problems repeat
• Qualifier definitions are vague — "Sales Qualified" means something different to every rep, so pipeline numbers are unreliable
• Handoff friction — marketing passes leads to sales with insufficient context, or sales rejects leads without structured feedback

You don't need more leads. You need to understand why the leads you have aren't converting.

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How I Approach This

1. Funnel Mapping

I map every stage in your pipeline from first touch to closed deal, including the transitions, SLAs, and handoff points between teams. This creates a complete picture of where opportunities flow — and where they stall.

2. Drop-off Analysis

Using your CRM data, I identify the specific stages with the highest drop-off rates. I quantify the conversion rate at each transition and benchmark it against realistic targets.

3. Qualifier Audit

I review your qualification criteria — MQL, SQL, Opportunity — and assess whether they're predicate-based (clear, unambiguous) or score-based (arbitrary thresholds). Most teams have the latter.

4. Handoff Review

I examine every handoff point between marketing and sales, between SDR and AE, and between AE and CS. I document what information is passed, what's missing, and where delays occur.

5. Fix Recommendations

I deliver a prioritised list of specific fixes — not strategic advice, but concrete changes to fields, automations, routing rules, and processes.

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What You Get

• Funnel Audit Report — Stage-by-stage conversion analysis with benchmarks and drop-off identification
• Qualifier Map — Current vs. recommended qualification criteria for MQL, SQL, and Opportunity
• Handoff Rules Document — Redesigned handoff processes with required fields, SLA timers, and feedback loops
• Loss Taxonomy — Structured categorisation of why deals are lost, with data collection improvements
• Fix Priority Matrix — Ranked list of changes by impact and effort

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Who This Is For

• RevOps teams who suspect pipeline quality issues but can't pinpoint the problem
• Companies where marketing claims lead targets are hit but sales says pipeline is weak
• Teams preparing for a CRM migration and want a clean baseline
• Leadership teams who need to improve forecast accuracy

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Related Products

• Pipeline Audit — The bounded diagnostic engagement product
• Revenue Systems — Commercial systems design for lifecycle, routing, and reporting
• CRM Architecture — CRM schema, object model, and lifecycle logic

Related Use Cases

• For RevOps Teams — Fix routing, track health, and improve reporting
• For Sales Teams — Define stages, clarify handoffs, and reduce waste
• For Leadership — Set direction, align teams, and plan next steps

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→ Book a Consultation — Let's find where your pipeline is leaking.

Or email directly: tim@hiretimothysolomon.com