Don't be fooled by a bloated pipeline: Focus on quality, not quantity - Jakub Hon

Moving from Maybes to Close Deals [00:00:00]
Reasons why people get stuck at maybes and the importance of a well-defined sales process.

Importance of Sales Process and Preparation [00:04:12]
The need for a defined sales process and the importance of preparation for sales calls and meetings.

Enforcing Sales Process and Qualification [00:08:05]
Working with companies to understand the helpfulness of sales process and the importance of proper qualification in the early stages.

The importance of qualifying opportunities [00:12:11]
Qualifying opportunities early in the sales process to focus on realistic ones and avoid wasting time.

The impact of rigorous qualification on pipeline size [00:14:39]
Implementing a rigorous qualification process can reduce the pipeline size, which may concern management and boards.

The role of sales managers in qualification [00:18:15]
Sales managers should focus on helping with the qualification process instead of trying to close deals at the late stage.

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