In an ideal world, each lead would follow a straight line down your sales pipeline like they were riding on a log flume at an amusement park. At the end of the ride, they would rush down to close the deal with a splash, and your whole sales team would come out to applaud your excellent work.

But in reality, that just doesn’t happen.

Sometimes, your sales process can seem more like a big roller coaster, taking many unexpected twists and turns until it reaches its end.