My first boss in sales could tell in about ten seconds whether a project was "real." And he was right about 75% of the time.
He would go through each of the projects in my pipeline and say: nope, or that will never get built, this is fake, and on and on until my pipeline looked dangerously thin.
Then he'd make me chase something that looked like absolutely nothing on paper. It drove me crazy because I couldn't see what he was seeing yet.
I wanted these psychic powers. To develop that intuitive muscle of just looking at a project and knowing it was the right fit. Nothing can guarantee a sale of course, anything can happen, but when you have this "second sight" fully developed, it works wonders for your time management and your sales numbers.
So I did what engineers do: used the scientific method.
Here's how you can develop this second sight too:
Run every sales call like a controlled experiment, and compound what you learn, deal after deal. It's a Kaizen loop: repeat and improve every deal.
If you make the pattern visible, someone new can start to see it too, and not develop intuition the long way. That boss never taught me how to develop it for myself. But you don't have to wait years to figure it out.
Intuition with a solid rep team equals speed to cash. That's data with a nervous system.
Sales intuition isn't magic. It's pattern recognition that you can deliberately build using hypothesis, testing, and refinement. When you treat every deal as an experiment, you compound your learning and sharpen your ability to spot real opportunities fast.
The best part? Once you've cracked this code, you can teach it. You don't have to leave your team guessing or struggling with the scariest moments in sales while they wait years to develop gut instincts on their own.
Start running your pipeline like a scientist, and watch your numbers transform.
