
I recently received an email from a couple of young entrepreneurs that I am mentoring that were a bit downcast. They had given their best pitch to a prospective client, but it fell flat and they did not get the business. Here are a few tips that I shared with them on how to think of the sales process as a pipeline (see this blog post that explains the process in more detail along with definitions of the terms used below): As in any pipeline, the more you dump into the opening of the funnel, the more will come out the…