Force yourself to throw out the rotten fruits and veggies today – mark your stale deals as "closed lost" and move on.

Nobody cares about the aggregate amount of your pipeline if none of it closes.

You can be the nicest gal/guy inside your org, and say all the right things in meetings, and volunteer to push all the chairs back in the conference room after meetings…but if you don’t deliver an accurate rev projection each quarter, your credibility is shot.

How do you get good at pipeline management and forecasting?

Aask direct and hard questions in all of your meetings and probe for the truth from your buyers about their intent to buy. Listening to the anwers of your smart questions is not enough, you’ll also need to qualify buyers and fight through objections.