Chapter 13

The Full Sales Pipeline

Methods go far to prevent Trouble in Business: For it makes the Task easy, hinders Confusion, saves abundance of Time, and instructs those that have Business depending, both what to do and what to hope.


William Penn

What happens when a pipeline is almost empty? The full flow of water turns into a trickle of water. If you need a steady supply of water, the pipeline should be supplied with water all the time. What happens if the tap is kept closed when the pipeline is full? Well, the water will stagnate and get spoilt. Some of the water may leak out and some amount may evaporate; there is no room for fresh water to get into the pipeline.

This is an excellent example to compare with consistent successful selling. ...

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