Your Monday Pipeline Review, Run by an Agent

Ask a rep whether a deal will close this quarter and you get a hopeful answer, and the forecast is built from those answers.

Kowalah runs its pipeline review with an agent. McMahon, our CRO agent, reads every open deal in HubSpot, checks it against MEDDPICC evidence (economic buyer, decision process, champion, a dated next step) and sets the forecast category that evidence supports. Each Monday it tells us how much pipeline we have, and whether the problem is too few deals or too many weak ones.

In the 15-minute segment, we show a Monday briefing on anonymised deals, the evidence a deal needs before it counts as Commit, and the decisions that stay with a person.

What you'll learn:

• Write down the evidence a deal needs for each forecast category.
• Tell whether a coverage problem is too few deals or too many weak ones.
• Score a deal against MEDDPICC with Claude in minutes.
• Decide what the agent recommends and what your CRO signs off.

Who should attend:

CROs, Heads of Sales and RevOps leads who own the forecast, and the CMOs and CFOs who plan against it. Your CIO will ask which CRM fields an agent reads and changes, and the session shows that too.

What you'll leave with:

• A one-page rubric for forecast categories.
• A Monday pipeline review agenda to run next week.
• The list of CRM fields an agent needs before it judges a deal.