Ever had that monster deal that made your quarterly forecast look like a home run, only to watch it disappear in week 12? We’ve all been there.

Those outlier opportunities, called “Whales” or “Bluebirds” by some of our clients, are 3-5? ???? ??????? ???? ????.

And if not handled properly, they can wreak havoc on your sales projections ??? your team’s focus.

Here how we recommend sales leaders handle these opportunities:

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Remember: A healthy pipeline isn’t built on dreams of landing these whales—it’s built on predictable, repeatable business.

How do you protect your forecast without missing those rare monster wins?