WHAT IS THE HIDDEN PIPELINE?

The Hidden Pipeline is the revenue and deals hiding inside accounts you’ve already done business with.

Second-sale candidates. Win-back opportunities. Cross-sell openings. Seasonal buyers coming back into season. Expansion and retention opportunities galore.

Lovely idea. Especially because existing customers are three times more likely to buy than brand-new prospects.

Which makes the Hidden Pipeline one of the fastest ways to close a quota gap.

So why doesn’t every sales team mine the hidden pipeline every Monday morning?

WHY IT STAYS HIDDEN

Because finding the Hidden Pipeline usually requires one of three things:

1. A CRM cleanup project with a heroic budget.
2. Software that may work beautifully, once you survive the price tag and the months of setup.
3. A data scientist. Preferably one who speaks sales. Otherwise, also budget for a translator.

Which is why hidden pipeline has mostly belonged to the big players: teams with big budgets, months to wait, and specialists standing by.

But you do have a hidden pipeline of your own.

Lost somewhere inside your CRM.

MONEYBALL FINDS IT

The hidden pipeline. No longer reserved for the big players.

The Moneyball Team decided the big players should not be the only ones with access to the Hidden Pipeline.

So we built something everyone could use.

1. It works with the CRM you already have. Yes. Even with your messy data.
2. It learns how your business works via Moneyball Cohort IntelligenceTM. So no two Moneyball installs are alike.
3. Built for reps and managers. Because reps deserve to hunt down their own quota gap too.

Then, perhaps inadvisedly, we made it FREE.

Ready to start  .win-ning?

STEP 1 Show Moneyball Your CRM

Read-only access. A few small decisions. No CRM surgery.

Moneyball needs to see your sales data in order to function.
Do not worry: it reads only. It does not write. It does not bite. The CRM survives unchanged.

It merely looks for the hidden pipeline.

The surprisingly short setup proceeds as follows:

1. Securely connect your CRM. Moneyball supports the usual suspects, several unusual suspects, and is getting acquainted with the rest.
2. Moneyball automatically configures your account. It may require you to show it where your CRM keeps product, region, lead source, and other common fields companies enjoy storing in uncommon places. Surely your company is different, though.
3. Complete a few simple card sorts. Your reps, being human beings, may have entered the same thing fifteen different ways. Moneyball handles the heavy cleaning, but may ask you to confirm that “Web” means “Website,” and "IL" means "Illinois".
   Or press Do It For Me.

STEP 1½ Intermission

Yes, it was that simple. Are you hyperventilating?

Excuse the interruption, but that is all the machine requires of you.

No parade of Zoom calls explaining why the software will become useful next quarter. No consultants required.

Should you miss them, however, we know a few fellows.

Still suspicious? Watch an account get set up with a timer running.

STEP 2 The Machine Comes to Life

Now the machine goes looking for the pipeline that once proved so elusive.

Once the CRM is hooked up, Moneyball looks for families of accounts that behave alike, buy alike, wake up alike, and generally give off the same scent.

This is Moneyball Cohort IntelligenceTM.

Why? Because not every account behaves the same. Not every business sells the same. So Moneyball does not compare your accounts against one giant imaginary average customer. It learns the shape of your business, which means no two Moneyball installations are quite the same.

From there, Moneyball looks for signals: second deals, reactivation moments, cross-sell openings... accounts behaving suspiciously among their own family members.

See the full list of signals. The machine keeps no secrets.

STEP 3 Put the Hidden Pipeline to Work

Finding the accounts is pleasant. Turning them into deals is the game.

By now, Moneyball has found accounts worth attention and shown its reasons.

But it cannot call them, charm them, read the room, remember the name of Brenda’s two children, or know that ACME looks perfect on paper while Wayne is the account worth digging into because of something Denise in Procurement said three years ago.

That part still belongs to humans.

So first, kindly give Moneyball to the reps.

STEP 3a Let the Reps Have It

“The reps?!” you say. Why, of course.

Sales reps, kindly step forward. Managers, hop in the wayback machine to 2009 when you still owned a territory.

Moneyball is built for reps first. Managers are a close second.

You own the accounts. You know the weird customer history. You are the one expected to turn “hidden deals” into plain old “deals,” plain old deals into quota, and quota into wins.

So the useful intelligence should arrive in your hands first, not four days later at a weekly 1:1.

That means each rep gets Moneyball in their own hands. On a phone, naturally — the device salespeople actually use. This shouldn't count as a product breakthrough, but here we are.

So what does it actually feel like?

1. A fatter pipeline, with more deals hiding in accounts you already have a reason to call.
2. Fewer "let me show you what the report says" meetings with your manager.
3. Better conversations when you do meet, because you've both already seen what Moneyball sees.
4. More time with customers. More time finding the next deal. More time winning. It is Moneyball.win, after all.

Worried about seat-count pricing? Please remain calm. Moneyball has no seat-count robbery pricing. The promise of free still applies. Let the reps in.

STEP 3b Let Managers Manage

Fewer meetings. Smarter meetings.

So your reps can use Moneyball. Better yet, they may actually want to.

Managers, your turn.

You get Moneyball for the team: the same signals, the same briefs, the same plain-English reasons, upgraded to a team-level view.

What does that mean for you?

1. Product pushes become easier: find receptive accounts, sit down with the reps who hold the keys, jump straight to talking strategy. Congratulations. A campaign has begun to bud.
2. New reps get an onramp: win one account, then find another that looks like it.
3. 1:1s start closer to the useful part: less “let me show you what the report says,” more “which of these accounts do we believe in, and what is the play?”

Moneyball finds the useful conversations for you to have. You make them count.

SPECIAL RULE The Talk

Some fellows have too many fine accounts.

Occasionally, Moneyball may reveal a top-tier, top-echelon, quota-destroying sales representative sitting on a suspicious amount of hidden pipeline.

This is normal. The best pirates often have the most buried treasure.

But it may now be necessary to have... The Talk.

END OF GAME The Gap. Closed.

Do not forget the kazoo when the numbers finally improve.

Celebration is now in order. Throw the party. Buy the cake.

Produce the kazoo. Go on, click it.

Jill made her number.

Billy found two old accounts worth taking golfing on Tuesday.

Frank built a campaign in minutes. Now the company wants it everywhere.

Sales got a little less mechanical. A little more human. A little more fun.

The hidden pipeline was found. The right people worked it. The gap closed.

Do not skip the celebration. Companies enjoy turning today’s win into tomorrow’s larger number. That can wait until Monday.

Want this to be your story?

The BUTTS

Some people call this "objection handling".

The most common questions we have been asked thus far. We expect the pile to grow.

BUT: Our CRM is a mess. Won’t that make Moneyball a mess too? A reasonable fear.

If your CRM contains no history, no deals, no owners, and no relationship to reality, then Moneyball will have a difficult afternoon.

But messy CRMs are not empty. They have missing fields. They have the same data stored in five different places over ten years. “Trade Show” has been spelled and abbreviated fifteen ways. Activities were not always logged because, at some point, a human being was involved.

Moneyball is built for that.

Moneyball starts with the sales facts most teams can usually trust: accounts, deals, owners, and whether the deal was won or lost. These are often tied to commission plans, after all, which tends to improve the historical record.

It enjoys more information, of course. Machines are greedy little fellows.

But Moneyball does not require your CRM to be a museum-quality specimen before it can begin finding hidden pipeline. It meets you where you are, then gets more useful as the data improves.

In game design, this is called progressive enhancement.

In sales, it is called “working with what we have because the quarter ends anyway” or what grandfather called, “making lemonade when all you’ve got are lemons.”

And if you later decide to clean the place up, splendid. Moneyball has tools for that too. We even know people who will do it for you.

BUT: Is this secure? Yes. Wait you probably need more than that.

Your data security team likely requires more than a firm handshake between gentlemen.

Security is a top concern for Moneyball. Your treasure hoard deserves proper locks, ledgers, and guards with excellent posture.

Start with our security overview if your data team wants the formal version.

BUT: Why is it free? Unfortunately FREE does tend to be MORE suspicious than less...

Because Moneyball-style intelligence used to belong only to companies with large budgets, data teams, and a rare translator fluent in both data speak and sales speak.

No more.

Managers don’t need a six-week dashboard project to ask a useful question. Reps don’t need to wait for a data team to discover what’s hidden in their own book.

When every team can see what is hiding in its own CRM, the game gets fairer.

The winners become the best products, the best teams, and the best operators — not merely the companies with the largest software budgets.

So Moneyball is free to play.

For the longer version, Simon Sinek would likely point toward…

Our Why

BUT: How do you make money? Fair question.

We sell help, not access.

Moneyball is free to play. We make money when teams want help getting more out of it than they have time to wring out themselves.

Some want help connecting the CRM—some want help cleaning it up. Some discover something interesting and would like to ask the people who built the machine, “What exactly should we do with this?”

It is a bit like exercise. You can do the workout yourself. But some people quite reasonably prefer a personal trainer nearby to help them get more from the same hour.

We do not sell your data. We do not make the useful version free until Tuesday and expensive on Wednesday.

If you want help setting up, cleaning up, digging deeper, or turning findings into campaigns, we can help.

Read about consulting

BUT: Who is this NOT for? Ah. A question in the negative. How astute.

Moneyball is probably not for you if:

• You have no accounts, customers, deals, or sales history yet.
• Your sales motion is purely transactional and one-and-done.
• Reps do not own books of business, territories, renewals, expansions, or anything else that might contain hidden pipeline.
• Your CRM has no record of what was sold, who bought it, who owned it, or whether anyone won or lost. Some companies do indeed meet this condition!
• Your business has no repeat purchase, second-sale, cross-sell, upsell, reactivation, or renewal motion.
• You want software to replace human selling, judgment, timing, charm, or remembering the customer’s dog’s name.

If you are a high-touch sales team with accounts, history, and humans still doing the selling, Moneyball was built for you.