Windshield Wisdom #48: How I Stopped Riding the Pipeline Roller Coaster


Early in my banking days, nothing used to stress me out more than the ups and downs I went through with my pipeline.

I'm sure you know exactly what I mean.  I would put in a lot of time finding deals, and fill up my pipeline through networking, contacting Centers of Influence, reaching out to current customers, etc...

Then, once it was as full as I could handle, I would work REALLY hard to push the deals through the process so they would get closed on time...completely failing to continue "putting myself out there." 

Until one day, I would look up, and my pipeline would be woefully thin again, so I repeated the entire cycle...repeatedly...repeatedly repeating...the same thing over and over...

It was infuriatingly maddening...and completely my fault.    

Finally, after a lot of new grey hair, I said, "Enough!", and set out to find a system that would remove the stress, anxiety, and superhuman effort that was required to ride the pipeline roller coaster. 

Once I put this simple solution in place, I never had to worry about my pipeline again.

Anyone can learn to do this, and that's what this week's video is all about.

Three Big Takeaways

1.  Schedule time to check-in with yourself and review your "sales win" for that day.  Not only will you ensure you're engaged in consistent sales activity, but you'll make sure days (or weeks) don't go by without adding to your pipeline.  

2.  A "sales win" doesn't have to be a big, glorious deal.  It can be as simple as calling a prospect and scheduling coffee, or reaching out to a Center of Influence on LinkedIn and asking for an introduction to one of their connections.  Remember, small wins add up to big wins if you have a follow-up system that works.  

3.  Some of my students have gone so far as to create a spreadsheet tracking their "sales wins" to see where their opportunities are coming from.  Not a bad idea if you want to know which activities, or which referral sources, are paying the biggest dividends.   


Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve. 

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