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The CEO’s Guide to Predictable Sales: Managing Your Pipeline for Success

The CEO’s Guide to Predictable Sales: Managing Your Pipeline for Success

May 28, 2024
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The CEO’s Guide to Predictable Sales: Managing Your Pipeline for Success
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I just ran across this drawing I did of the sales pipeline. I learned of it while in a meeting with the CEO of Sterling Software over thirty-five years ago.

In a quarterly review of my group of businesses, my CEO was grilling one of my General Managers on his sales forecast. The GM defended his inability to forecast sales by explaining the complexity of …

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