Sales - Managing an Open Quote Pipeline

Filter all quotes with sent status to build the working pipeline for the review session.

Identify any quote sent more than 7 days ago with no recorded follow-up or customer response.

For quotes 1-7 days old with no acknowledgment, send a direct follow-up referencing the quote number and validity date. Log the contact attempt via Mentions.

For quotes 8-14 days old with no response to the first follow-up, make a phone call. Log the outcome against the quote or lead record.

Contact the customer before the validity date expires. Extend and confirm if still progressing, or close the quote as expired.

Mark quotes past validity with no response after two follow-up attempts as lost. Record the reason: price, competitor, need changed, or no response.

At the end of each review, examine closed-lost quotes from the past 30 days. Identify recurring objections or competitor patterns and feed them back into quoting and follow-up processes.

Quotes sent but never followed up sit in the system for weeks, giving the sales team a false picture of pipeline value and making revenue forecasts unreliable.

Sales reps assume silence means the customer is still considering, when the customer has already given the order to a competitor who responded faster or followed up more persistently.

Expired quotes are never formally closed, making it impossible to calculate a true win rate or identify which types of jobs or customers the business consistently loses.