Chapter 7

Pipeline Management

This scene is an all-too-recognizable one. A sales manager somewhere is talking pipeline with one of her sales reps. It’s a conversation that takes place at least monthly and has the eerie familiarity of déjà vu. It might go something like this:

Sales Rep: Yes, I believe we’ll close the KNG deal by the end of the month for $250,000, as well as MRG for an additional $125,000.

Manager: C’mon. You’ve been predicting KNG will close for six months. I’ll believe it when I see it!

You could insert almost any customer, set the story in almost any industry, with any sales rep and manager, and the conversation would still be essentially the same. Shareholders want accurate forecasts. Management wants accurate forecasts. ...

Get Premeditated Selling now with the O’Reilly learning platform.

O’Reilly members experience live online training, plus books, videos, and digital content from nearly 200 publishers.