Revisit the original qualification
Check the problem, funding, decision process and timing. They may have changed since the first meeting, or some details may never have been confirmed. Update the record before relying on its stage or probability.
Check the approval process
Ask what happens between the proposal and a decision. There may be procurement, finance or leadership approvals still to complete. Find out which information is needed and how your contact can help provide it.
Make the next conversation useful
A request for an update may not give the buyer anything new to act on. Ask whether they need clarification, a reference, a revised scope or input from another person. Agree a specific next step where possible.
Allow for a changed priority
The buyer may have delayed the project or chosen another option. Ask directly and respectfully. Record the answer so the opportunity does not remain in the forecast on an outdated assumption.
Review the stage and close date
Check whether the evidence still supports the recorded stage. A deal may need to move back, leave the forecast or close. That is a record of the current position, not a judgment about the seller.
Agree what happens next
Finish the review with an action, an owner and a date, or a clear reason for closing the opportunity. If the same issues recur across the pipeline, consider a sales process review. For help with individual opportunities, see sales coaching.