CHAPTER 12  

Pipeline Acceleration

Ninety-eight percent of information inprospect sales pipelines is stale,false, historical, or of no value.

An entrepreneur running a commercial duplication business with a few hundred employees calls and shares his frustration with his sales team’s inability to close new deals. He called out their slow progress and inconsistent prospect conversions. He talked bitterly about his high-salaried sales team spending a fortune of time and money on selling activities and chasing opportunities.

In addition, he’s perplexed by the prospect funnel bursting with short close dates that always seem to slip. He feels their sales cycles move at the gradual speed of an ostrich egg through a skinny snake. Plus, he seemed angry ...

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