Marketing can step in and help sales overcome it.1. Beginning: listen to discovery conversations.2. Middle: look at support tickets to see the unvarnished truth.3. End: work on getting the pipeline to be seen as an asset, it belongs on the balance sheet. Ask to be measured on the value we are contributing to help steer my efforts based on results that are being produced.1. I want to know upfront what's going on - attribution2. in the middle - discovery3. at the end - support tickets and we should want to know this first hand.BONUS SEGMENT: Introverts tend to make the best salespeople.Why? They have time to THINK before they act and put deep thought into their approach to securing the meeting. Listen to the second half of this episode to confirm why you want more of them on your sales team.----more----Market Dominance Guys is brought to you by ConnectAndSell and UncommonProConnectAndSell allows your sales reps to talk to more decision-makers in 90 minutes than they would in a week or more of conventional dialing. Your reps can finally be 100% focused on selling, even when working 100% from home since all of their CRM data entry and follow-up scheduling is fully automated within ConnectAndSell’s powerful platform. Your team’s effectiveness will skyrocket by using ConnectAndSell’s teleprompter capability as they’ll know exactly what to say during critical conversations. Visit, ConnectAndSell.com where conversations matter.Uncommon Pro - Selling a big idea to a skeptical customer, investor, or partner is one of the hardest jobs in business, so when it’s time to really Go Big, you need to use an Uncommon methodology to gain attention, frame your thoughts, and employ a sequencing that is familiar to convince others that your ideas will truly change their world. Through Uncommon Pro’s modern and innovative sales, scripting, and coaching toolset, we offer a guiding hand to ambitious Sales Leaders and their determined teams in their quest to reach market dominance. Today is the day things change. It’s time to get “uncommon” with uncommonpro.com.