Welcome to the Business Growth Trailblazers Podcast! In today’s episode, we’re talking about how to improve your sales pipeline and turn more conversations into closed deals.
Charles Adams grew up on a farm, where hard work wasn’t optional, it was the baseline. To pay his way through college, he worked construction, learning early that results come from showing up, putting in the effort, and figuring things out as you go.
After college, he followed his future wife to New York City, chasing both love and opportunity. That move led him into sales—where he quickly learned a humbling lesson. He failed. Miserably. What he eventually realized was that sales isn’t about personality or being “born with it.” It’s a skill. And like any skill, it can be learned, practiced, and mastered. That realization changed everything.
For the past 13 years, Charles has been relentlessly honing his craft, studying sales books, learning from mentors, testing ideas in the field, and refining what actually works. Today, he manages a $23MM book of business and continues to learn every single day.
Along the way, he discovered something powerful: while books and mentors are invaluable, growth accelerates when you’re part of a community. One of his neighbors happened to be in sales. They shared a large multinational account but sold into entirely different industries. That made it easy to exchange ideas, strategies, and perspectives without competition. They both improved faster as a result.
That experience sparked an idea. Why shouldn’t every salesperson have access to that kind of peer-driven learning? That question is why Charles co-founded The Pipeline Society—a community built for sales professionals who believe mastery comes from shared insight, honest conversation, and continuous improvement. It’s a place where sellers sharpen sellers, together.
Connect with Charles Here:
https://www.linkedin.com/in/charles-adams-a3114742/
www.thepipelinesociety.com
Grab the freebie here:
https://thepipelinesociety.com/skill-accelerator
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