The situation
A growing B2B sales team was running its pipeline out of a CRM that nobody trusted. Reps logged the bare minimum, managers chased updates in 1:1s, and the forecast was a number the leadership team quietly halved before sharing with the board. Deals lingered in “negotiation” for months. Nobody could answer the basic questions: which deals are actually qualified, which reps need help this week, and which accounts are quietly dying. The data existed it just wasn’t telling anyone anything.
What I did
I built Pipeworks, a sales pipeline intelligence application that turns raw CRM activity into a weekly operating rhythm for managers and reps.
At the core sits a MEDDPICC-based qualification engine that scores every open deal across the eight pillars (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition). Instead of a vanity score, it produces a RAG verdict and a specific list of what’s missing so a 42% deal isn’t just “yellow”, it’s “no economic buyer identified, no paper process mapped”.
On top of that I built an Action Stack: a single screen per rep that surfaces the three things that actually need attention this week, deals where qualification is thin, deals where the next step is overdue, deals that have gone quiet, and deals waiting on manager review. Forward-looking prompts, not a list of failures.
For managers I built a dashboard that shows quarterly target progress, pipeline coverage ratio, new-logo vs expansion split, a top-five at-risk view, and a per-rep target tracker. Plus AI-generated account insights that read the conversation log, the MEDDPICC scores, and the activity history, then write a verdict and concrete next moves the rep can apply or dismiss with one click.
I added leads, partners, 1:1 prep, meeting briefs, outreach drafts, forecast snapshots, and a deal timeline but the spine is the same idea throughout: take the data the team already generates and turn it into a decision.
What changed
Managers stopped running 1:1s as status updates and started running them as coaching conversations the data was already on the screen. Reps stopped guessing which deal to work on Monday morning. Forecast calls became evidence-based: every deal in commit had a qualification score and a documented economic buyer, or it didn’t make commit. The team gained a shared vocabulary “what’s the MEDDPICC?”, “what’s the Action Stack saying?” that replaced the old “how’s it looking?” routine.
Who this is for
If your sales team is running on hope, hustle, and a CRM nobody updates, I can show you how to turn the activity you’re already capturing into a weekly operating rhythm. We’ll get you a qualified pipeline, a defensible forecast, and managers who coach instead of chase.