The Inverted Pyramid Framework

Sales leaders don’t always need more pipeline.
They need clarity in the pipeline they already have.

I’ve seen $XXM+ forecasts fall apart — not from a lack of effort, but because we skipped the hard questions, assumed deals were “qualified,” and hoped instead of planned.

So I built a simple framework to replace guesswork with clarity.
It’s called The Inverted Pyramid Framework.

No fluff.
Just practical questions, tailored to every stage of the funnel.

Inspired by The Checklist Manifesto, this framework helps prevent critical steps from being skipped — or missed entirely.

Here’s the punchline:

• Flip the funnel upside down.
• Start at the top.
• Work your way down, relentlessly.

At the very top, ask yourself:

  1. Is all the relevant information in Salesforce (or your CRM)?
  2. How badly do I want to win this opportunity?

Then move stage by stage:

Closed Won

• Where’s the expansion?
• Who can refer us?
• Are they telling our story?
• Are we delivering world-class service?

Late Stage

• Have we confirmed contract terms?
• Aligned with IT?
• Presented pricing?
• Delivered an executive briefing?

Mid Stage

• Is there urgency?
• A business case?
• A true champion?
• A clear action plan?

Early Stage

• Are we multi-threaded?
• Is there a value hypothesis?
• Do we know their priorities?

No Opportunities Yet

• Are reps working named accounts?
• Using intent data?
• Personalizing outreach?
• Adding new opportunities weekly?
• Educating unaware buyers?

Every question drives transparency, candor, and momentum.

This framework helps you shift from reactive selling to intentional pipeline management. Download it here...