"Keeping Your Pipeline Full" by Jeff Goldberg

"Sales is ruled by what we call the rule of thirds. That means that one-third of the people you get in front of should buy from you fairly easily. The second third are never going to buy from you - there's just nothing you could possibly do to get those people to buy from you. And the last third is the third that's up for grabs. And the great sales people are the ones who get more of those."

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