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 3-5𝘹 𝘺𝘰𝘶𝘳 𝘵𝘺𝘱𝘪𝘤𝘢𝘭 𝘥𝘦𝘢𝘭 𝘴𝘪𝘻𝘦.

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

Here how we recommend sales leaders handle these opportunities:

🐳 𝐂𝐫𝐞𝐚𝐭𝐞 𝐚 𝐬𝐞𝐩𝐚𝐫𝐚𝐭𝐞 𝐟𝐨𝐫𝐞𝐜𝐚𝐬𝐭 𝐜𝐚𝐭𝐞𝐠𝐨𝐫𝐲 𝐟𝐨𝐫 𝐨𝐮𝐭𝐥𝐢𝐞𝐫 𝐝𝐞𝐚𝐥𝐬

🐳 𝐀𝐩𝐩𝐥𝐲 𝐡𝐢𝐠𝐡𝐞𝐫 𝐬𝐜𝐫𝐮𝐭𝐢𝐧𝐲 𝐚𝐧𝐝 𝐯𝐚𝐥𝐢𝐝𝐚𝐭𝐢𝐨𝐧 𝐬𝐭𝐞𝐩𝐬

🐳 𝐃𝐨𝐧’𝐭 𝐚𝐩𝐩𝐥𝐲 𝐬𝐭𝐚𝐧𝐝𝐚𝐫𝐝 𝐜𝐨𝐧𝐯𝐞𝐫𝐬𝐢𝐨𝐧 𝐫𝐚𝐭𝐞𝐬

🐳 𝐁𝐮𝐢𝐥𝐝 𝐭𝐰𝐨 𝐩𝐢𝐩𝐞𝐥𝐢𝐧𝐞 𝐬𝐜𝐞𝐧𝐚𝐫𝐢𝐨𝐬: 𝐰𝐢𝐭𝐡 𝐚𝐧𝐝 𝐰𝐢𝐭𝐡𝐨𝐮𝐭 𝐭𝐡𝐞 𝐰𝐡𝐚𝐥𝐞

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?