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When sales reps stop prospecting and start closing, revenue grows. Most companies don’t realize how expensive it is when sales reps are responsible for their own prospecting. On paper it seems efficient, one person handling everything from cold outreach to closing. In reality it’s one of the biggest drains on revenue. The math alone tells the story. A typical sales rep spends 30 to 40 percent of their time prospecting. That’s 30 to 40 percent of their time not selling. If tha

Healthy pipelines don’t happen by accident they’re built through consistent, proactive outreach. A stalled pipeline doesn’t happen overnight. It happens slowly...quietly until suddenly the quarter is half over and the numbers aren’t where they need to be. Most executives feel the symptoms long before they understand the cause. The good news? Pipeline problems are predictable and predictable problems can be fixed. The Three Most Common Pipeline Killers The first killer is a la