--- title: Frozen Pipes and Pipelines description: If there isn't movement in your sales pipeline, it is frozen. Read to get tips on how to move your opportunities forward, or out, of your frozen pipeline. image: https://www.unboundgrowth.com/hubfs/www.unboundgrowth.com.png --- Login [![Book Launch Updates](https://no-cache.hubspot.com/cta/default/55042/85a3e082-0e3c-4551-a6bb-b3d7cdbfc8ad.png)](https://cta-redirect.hubspot.com/cta/redirect/55042/85a3e082-0e3c-4551-a6bb-b3d7cdbfc8ad) [![Unbound-Growth -01-1](https://www.unboundgrowth.com/hs-fs/hubfs/BBS/Images/Unbound-Growth%20-01-1.png?width=238&name=Unbound-Growth%20-01-1.png "Unbound-Growth -01-1")](https://www-unboundgrowth-com.sandbox.hs-sites.com/) [![Unbound-Growth-white-1](https://www.unboundgrowth.com/hs-fs/hubfs/BBS/Images/Unbound-Growth-white-1.png?width=151&name=Unbound-Growth-white-1.png "Unbound-Growth-white-1")](https://www-unboundgrowth-com.sandbox.hs-sites.com/) - [About](https://www.unboundgrowth.com/en-us/about-unbound-growth) - [#NOTABOUTME](https://www.unboundgrowth.com/notaboutme) - [Privacy Policy](https://www.unboundgrowth.com/privacy-policy) - [Services](https://www.unboundgrowth.com/services) - [For Entrepreneurs](https://www.unboundgrowth.com/sales-coaching-training-for-entrepreneurs-business-owners) - [For Sales Professionals](https://www.unboundgrowth.com/virtual-sales-training-coaching-sales-professionals) - [For Sales Teams](https://www.unboundgrowth.com/virtual-sales-training-coaching-sales-teams) - [Event Speaking](https://www.unboundgrowth.com/event-speaking) - [Process](https://www.unboundgrowth.com/roadmaps) - [Results](https://www.unboundgrowth.com/sales-coaching-results-testimonials) - [Resources](https://www.unboundgrowth.com/resources) - [For Executives](https://www.unboundgrowth.com/sales-performance-calculators-for-executives) - [Podcasts](https://www.unboundgrowth.com/en-us/podcast-recordings) - [The Unbound Library](https://www.unboundgrowth.com/the-unbound-growth-library) - Events - [Upcoming Events](https://www.unboundgrowth.com/upcoming-events) - [On-Demand Events](https://www.unboundgrowth.com/on-demand-events) - [Blog](https://www.unboundgrowth.com/blog) - [Contact](https://www.unboundgrowth.com/contact) ![Blog Cover Image 1](https://www.unboundgrowth.com/hubfs/Blog%20Cover%20Image%201.png "Blog Cover Image 1") # Unbound Growth Blog # Frozen Pipes and Pipelines Posted by [Carole Mahoney](https://www.unboundgrowth.com/blog/author/carole-mahoney) on 1/3/18 1:05 PM - [Tweet](https://twitter.com/share) The founder of a SaaS software startup company that I just started working with is located in the same region as I am. Here in the Northeast, the past few weeks have been brutally cold with double-digit sub zero temperatures at night and highs in the single digits during the day. Not only have pipes been freezing in homes and businesses, but some cities main water lines are freezing too. If you have lived in this type of climate before you know that to prevent this from happening you should leave your faucets on enough to drip. The constant water flow make the pipe less likely to freeze. As we were talking about his sales opportunities, all of them were in the same stage they had been for weeks and months. To which I said; ![www.unboundgrowth.com](https://www.unboundgrowth.com/hubfs/www.unboundgrowth.com.png) > ***“A healthy pipeline isn’t just about the size or number, it also has to have movement. New ones in, current ones moving at the agreed pace with the buyer, or disqualified out.”*** Pipelines that have no movement will freeze, just like the water pipes. And just like the water pipes it *WILL* cause damage- a lot more than you think. There are things you can do to get the movement you need to either move opportunities forward, or eliminate and replace them. Here are a few questions to ask yourself and suggestions on what to do: - **Are you talking with the decision maker?** This doesn’t mean you ignore anyone who is not the person who signs the front of the check. You need to gain consensus with everyone involved, but remember that what your influencers, champions, and end users focus on and believe to be important are likely [not the same as the decision makers.](https://www.unboundgrowth.com/blog/how-has-the-communication-pie-chart-changed) You will need to work with them, through them, and even around them if need be. Ask questions like: - **Who wants this more?** Of course you want to mark the deal as closed won right? But if are you pushing the agenda and doing frequent follow-ups that sound like “Just wanted to check in...get an update…” and getting no response, then you are driving the process, not them. Which means you have [missed the compelling reason to change the status quo](https://www.unboundgrowth.com/blog/how-are-sales-lost-to-no-decision) and the timeline it needs to happen by. If you find opportunities like this frozen in your pipeline, here are some ways to get movement: - **Why are you holding on to this frozen opportunity?** There are a lot of reasons why salespeople just won’t move on. More often than not the fact that there isn’t a lot of opportunities to fall back on cause salespeople (and managers) to not want to rock the boat on the ones they do have. But do you really have an opportunity? You can’t lose what you don’t have, and until the payment clears the bank- you don’t have it. Consistent prospecting solves all pipeline perspective problems. As the saying goes, the best way to get over someone is to find someone else. Here are a few of the prospecting strategies I coach salespeople on: Download the scientific 'Layered Questions Framework' below to align your sales process to your ideal buyer's process and discover what questions you are missing and should be asking in your sales process. 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