How to Be Awesome at Your Job 1054: Maximizing Your Pipelines and Funnels of Opportunity with Kara Smith Brown
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May 1, 2025 Kara Smith Brown, CEO of LeadCoverage and author of The Revenue Engine, shares her insights from a successful B2B sales career. She highlights the importance of treating your career like a funnel, focusing on effective decision-making and eliminating unproductive elements. Kara explains why 'maybes' can be more detrimental than clear 'no's' in sales, encouraging resilience through rejection. She also discusses the concept of 'backwards math' for setting revenue goals and the value of genuine communication and collaboration in professional settings.
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Kara's Worst Meeting Experience
- Kara shared her worst meeting where pitching branding to leadership failed spectacularly.
- This moment drove her to focus on revenue generation and earning a seat at the table.
Funnels and Flexion Points
- Every decision and relationship flows through a funnel and you cannot move backwards in it.
- Progression through funnels has critical flexion points where measurement and decisions happen.
Ask For No, Not Maybe
- Ask clearly for a "no" instead of a "maybe" to free up your time and energy.
- A hard "no" helps you focus on prospects or partners who are enthusiastic and likely to convert.
