Make It Happen Mondays - B2B Sales Talk with John Barrows Owning the Pipeline Like a CEO with Leslie Venetz
7 snips
Dec 15, 2025 
Leslie Venetz, a renowned sales practitioner and author of the bestselling book "Profit-Generating Pipeline," brings her expertise to the table. She dives into the importance of territory planning and shares her unique nine-step pipeline framework. Leslie emphasizes curiosity as a teachable skill and discusses the balance between quantity and quality in outreach. Treating your territory like a CEO is key, alongside understanding customer motivations and risk profiles. This is a deep dive into refining your sales approach and pipeline management.
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Territory Planning Is The Foundation
- Territory planning must come first because you can't know what to say or where to say it without knowing who you are talking to.
- Leslie frames this as the foundation for running micro campaigns that balance quality and quantity.
Relevance Beats False Personalization
- Personalization at scale should be relevance-driven, not creepy or insincere.
- Shift outreach from product-focused to problem-focused using signal-based selling carefully.
Build Lists Using Five Filters
- Use at least five filters when building lists, mixing firmographic, technographic and psychographic criteria.
- Always include a clear title filter and write messages to that specific person only.
