The main keyword “sales pipeline management” comes front and center in this conversation, as the panelists examine why so many organizations have a pipeline full of dead deals—those zombie opportunities that linger quarter after quarter. You’ll discover the drivers behind inflated pipeline figures, uncover the truth behind collective lying at forecast reviews, and get practical ideas for building a healthier funnel. The team also weighs in on pipeline coverage, close rates, and how metrics can sometimes do more harm than good to genuine revenue results.

Key topics include the challenge of forecasting accuracy, how traditional command-and-control structures encourage pipeline inflation, and the need for honest qualification practices. Tim Hughes brings a marketing perspective, digging into how sales and marketing teams both fall into the trap of focusing on activity over outcomes—chasing KPIs like cold call numbers or marketing-qualified leads, even when they aren’t driving actual sales.

Whether you’re a sales leader, marketing professional, or anyone interested in business development, you’ll gain a fresh perspective on:

Redefining pipeline health to focus on qualified opportunities, not volume for volume’s sake

Creating future revenue through real relationship nurturing and tailored activity

Understanding the political dynamics that shape reporting, forecasts, and incentives

Leveraging technology and social selling without falling into the trap of “automated” nurture that goes nowhere

Building trust and alignment within sales teams for long-term performance

Tune in for a thoughtful mix of humor, expert debate, and practical advice—because every business needs to fight off those pipeline zombies and build a more transparent, effective approach to sales.

Highlights - 

05:53 Sales Expectations Fuel Inaccuracy

14:33 Quality Relationships over Quantity Deals

28:58 "Social Selling: Now or Later?"

37:55 Sales Tech: Help or Hinder?

47:57 Creating the Future, Not Predicting

The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.

We strive to make The Digital Download an interactive experience. Bring your questions. Bring your insights. Audience participation is highly encouraged! 

You can find a link to our next scheduled live show at https://DigitalDownload.live 

#SalesPipelineManagement #ForecastingAccuracy #ZombieDeals #SalesStrategy #PipelineCoverage

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