I mean, anytime you see that it’s a failure of qualification

[rifat28dddd]

And she started taking me through them and she goes, okay, I just can’t get this one to buy. And just, can’t get this one to buy. Can’t get this one to buy. Can’t get this one to buy.

That’ll tell you that the pipeline is completely stalled. And it stalled because none of those accounts are ever going to buy. And she’s been working on them and working on them and working on them and chasing and chasing and chasing in order to avoid doing what really needs to be done, which is to get them out of the pipe and get new stuff in the pipe.

AP: Yeah.

JB: Well, not in this case. It wasn’t failure of qualification. The netherlands telegram data failure was to prospect. She didn’t have enough new stuff coming in. So she was holding on to deals that were never going to close and calling them over and over and over again, because in her mind, she believed that was working and salespeople get into this trap all the time.

AP: When I see that though, even with sales reps that, that do a high level of prospecting. Is, if they’re not doing a really good job of qualifying the prospects, they get this buildup because they’re feeling this pressure to have a certain level and quantity of prospects in their pipeline.

And so that whole quantity versus quality issue comes to the fore. And so rather than really qualifying them and disqualifying the ones that are never going to buy, as you talked about. They hold on to them.