Selling With Social - A Sales, Social Selling & Social Media Podcast

9iu Pipeline generation is one of the biggest challenges to the sales force today. No matter where you go or whatever the organization is, whether it's consulting services or SaaS, pipeline generation is the Achilles heel for most organizations. So how do we solve that problem? That is the topic of this episode of the Modern Selling Podcast with my guest, Scott Walston. Scott is the President of North American Sales at Micro Focus. In this role, he works with Senior Executives to make sure they are receiving incredible value from Micro Focus’ digital transformation solutions, helping them identify solutions that deliver essential business insights, operational efficiencies, and process automation. Don’t miss this great conversation about building and managing the sales pipeline. Why is a Sales Pipeline so Important? For sales leaders, the sales pipeline is the headlights of the business, allowing them to do sales forecasting based on their amount of pipeline and their close ratios. “Now when you're thinking a