PAT BERRY — DIRECT SALES COMPANION
CHAPTER 22: Give every conversation a next step
Starter worksheet for review — October 19, 2026

A pipeline is useful when each stage has an entry condition and an action. Avoid moving people forward because you hope they are ready.

1. Define a few stages and write the evidence needed to enter each one.
2. Every active record needs an owner, a next step, and a due date. Keep paused and closed conversations visible outside active work.
3. Review overdue tasks before adding more names. Direct Sales two-pipeline and Hot 10 video: coming soon; use the written starter now.

Direct Sales application
Use two pipelines: customer interest and opportunity interest. Create a Hot 10 view of up to ten active, permission-based conversations with a real next step; respect a pause or no.

Pipeline starter
Contact ID:
_______________________________________________________

Pipeline:
_______________________________________________________

Stage:
_______________________________________________________

Evidence for stage:
_______________________________________________________

Need:
_______________________________________________________

Owner:
_______________________________________________________

Next action:
_______________________________________________________

Due date:
_______________________________________________________

Decision or pause:
_______________________________________________________

Permission status:
_______________________________________________________

Use verified facts. Personalize examples. Keep private customer records in your own secure system.