HOW AN A-PLAYER VIEWS PIPELINE AND PRIORITIES IN B2B SALES
The Brutal Truth about Sales and Selling - We interview the world's best B2B Enterprise salespeople.
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Introduction
Pipeline is always a hot discussion no matter what company I was at or whatever sales role I was in and it was always somewhat of a roller coaster. You think everything's looking bleak at some point and then all of a sudden you get a big deal and you're feeling great and then you get punched in the face again. Trying to forecast the pipeline accurately is a whole discussion in itself because there's a lot of games being played from the sales reps, from the managers, from the leadership and everyone's playing some type of game with the pipeline.
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