Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

CHAPTER 19

Filling Your Pipeline

Do you have all of the business you can handle? If you’re like most salespeople, your pipeline could be fuller. We’ve met few salespeople over the years that said they had all of the leads they could handle.

What did salespeople do in the dark ages of selling before the Internet and all of the technology that we take for granted today? Most canvassed areas, carrying pocketsful of coins for pay phones, a briefcase full of literature, and a fistful of business cards. Even though technology enables salespeople to gather large amounts of intelligence in the comfort of an office, there are benefits to physically canvassing an area.

We initiated a research project a couple of years ago in response to a young salesperson ...