TOFUAwareness
“What is Mozaik? Who are they? Do I need this?”
The rep: Get attention, spark interest, capture contact details.
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At Mozaik: Instagram ads, trade fairs, a walk-in at the showroom.
The Mozaik sales team’s shared language for opportunities: what a pipeline is, the three layers of the funnel, how to tell a healthy pipeline from a hopeful one, and the reasons we win and lose. Short enough to learn in one sitting, specific enough to use in Monday’s review.
A live list of every sales opportunity that hasn’t closed yet, with the stage each one is in. It shows the future, not the past. And it is not a customer list: a list sits still, a pipeline moves.
Top, middle and bottom of the funnel. Each layer has a different question on the customer’s mind, so each one needs something different from the rep.
The rep: Get attention, spark interest, capture contact details.
The rep: Understand the need, scope the project, prepare the proposal.
The rep: Resolve the objection, pin down the terms, get the signature.
A big pipeline isn’t automatically a good one. Check these three before you trust the number.
The right multiple is 1 ÷ your win rate. Win 1 in 3 and you need 3× coverage.
Keep this number small. An opportunity that hasn’t moved in a month is rotting.
These records quietly inflate the forecast. Update the date with a reason, or close them.
Every closed opportunity carries one primary reason. Pick the one that tipped it — not every reason that was true.
Two very different groups. Logging the right one is what lets us fix the right thing.
The whole pipeline is only as useful as its weakest record. These three keep every record useful.
The two-page Pipeline 101 reference in Turkish — print it and keep it next to the desk.
Know the stage, the value, the decision-maker and the date for every opportunity. Move it or close it. And when one closes, log the real reason — that’s how next quarter gets easier.