It’s hard to let go of a “more is better” philosophy. But the problem is it spreads your time and resources too thin. It’s much better to have a sales pipeline of 10 prospects likely to close than one with 20 or 30 who might sign.
Yup, kicking prospects out of your sales pipeline will feel wrong. But no one ever failed at sales by getting more organized and focused. Good work habits and key sales activities create a steady flow of revenue.
First things first — it’s time to clean up your messy pipeline and turn your sales cycle into a lean and effective operation.