Real Secrets of the Top 20%

Throw Your Sales Pipeline Away Now I know you're all familiar with the idea of the sales pipeline, right? You go out and cold call, prospect and generate as many leads as you can. You put all these leads into your pipeline and then hope and pray that some of them come out the other end and turn deals, right?  That's the basic idea and it's how almost every sales company I've ever worked with or have read about currently run their sales departments.  When managers draw this on the board, it looks like a funnel, doesn't it?  The larger end at the top is where you put all those leads, and then you watch the smaller bottom end waiting for some deals to trickle out. In fact, there are even ratios and numbers you assign to measure this. Out of 10 leads you might close one deal, or out of 15 leads close one or two deals, and so on. Now, this is how 80 to 90% of salespeople and companies run their business. But not the Top 20% You see, there are problems with the pipeline idea. The biggest problem i