Ideas That Move Opportunities Forward

I was on a call with a consultant last week and asked her what was moving in her pipeline. She shared her screen. 327 names. Neatly organized. Color coded by industry. Weeks of work. I asked her which ones had an active conversation happening. She paused. “Most of them I haven’t reached out to yet.” That’s not a pipeline. That’s a list. Here’s the difference. A list tells you who exists. A pipeline tells you what’s happening. Those are not the same thing, and confusing them i

Most businesses don’t have a lead generation problem, they have an opportunity management problem. Before investing in more visibility, ask a different question: What happened to the last ten leads?