Business Development

Here’s a paradox that trips up even experienced sales professionals: The reps who close the most deals aren’t the ones spending their days trying to close deals. They’re the ones who understood something fundamental about pipeline architecture, and it changed everything about how they allocate their time and mental energy. Let me walk you through…

If you’re a sales manager or business owner, I want you to think about something: How many proposals has your team sent in the last 90 days? Now ask yourself: How many qualified prospects did you meet with in that same period? If those two numbers don’t match up—if you’re having lots of meetings but…