How Pipeline Bloat Occurs

Here is another line from a sales employment ad (emphasis mine): The primary role of this position is to build a revenue generating sales pipeline which will primarily consist of prospective accounts. Pipeline bloat is something we encounter with sales managers on a regular basis.  As you probably know, salespeople have a tendency to…overestimate their pipeline.  This is done for a number of reasons, but the primary one is to make their sales manager believe that the salesperson is on the cusp of big revenue.  Many a sales manager has been drawn in by potential deals. So with that as a backdrop, I am surprised to see a sales ad… Read More

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Linguistic Gymnastics

This line is from a sales ad I read this morning: Pre-qualified prospects are provided by <company> (cold leads). Reminds me of President Clinton saying, “It depends on what the meaning of the words ‘is’ is.”  “Pre-qualified prospects” and “cold leads” seems to be a stretch, at least in my mind, to be used in the same sentence.

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