The Fat Sales Pipeline vs. the Narrow Pipeline: Which is Better?

Conventional wisdom doesn’t hold. It’s time to bust this myth!  The long-standing belief is you need to have a big fat pipeline. It’s what our bosses have told us for years.  I remember as a salesperson keeping prospects that weren’t going anywhere in my pipeline to simply keep my boss happy.
Fat pipelines only wind up doing one thing — they create havoc and keep you from truly selling.  The fat pipeline requires too much time and effort just trying to keep the leads straight.  The result is you don’t have enough time to spend on your best prospects.
For years in my keynotes and training, I’ve advocated the best approach is to have a narrow pipeline to give you the time you need to spend with your best prospects.
Check out this 91-second video where I talk about this issue while keynoting at the Growth Acceleration Summit hosted by Zoominfo:
 
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