These 12 minutes will very likely expose exactly why you (or your sales team’s) pipeline is not sufficiently full and why you (they) are not creating more new opportunities at the top of the funnel. Mike recorded this short, unscripted, unplanned episode immediately after wrapping up a 3-hour Sales Management. Simplified. workshop for a group of sales leaders who were sharing their frustration around pipeline health, and particularly about lack of new sales opportunities being created. Take a listen and use this brief episode as an ‘Opportunity Creation Checklist’ as Mike quickly unpacks four causes/reasons that the top of your pipeline (and your sales results) may not be as healthy as you’d like.