How to Be Awesome at Your Job
1054: Maximizing Your Pipelines and Funnels of Opportunity with Kara Smith Brown
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.
49:00
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Quick takeaways
- Viewing your career as a funnel helps identify and prioritize opportunities that genuinely contribute to your growth and success.
- Having a clear 'no' is more productive than a 'maybe', allowing professionals to focus their efforts on truly interested prospects.
Deep dives
Understanding Opportunity Costs in Decision-Making
Every decision made in life can be viewed as a pipeline, where choices, big or small, affect the overall outcome. Keeping irrelevant or unqualified elements in this pipeline leads to opportunity costs, hindering organizational efficiency and personal growth. This principle applies across various professions, emphasizing the necessity of honesty in evaluating what belongs in the funnel. By disqualifying options that do not contribute positively, individuals and organizations can streamline their focus on what truly adds value.
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