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Sales and executive management love to focus on closing sales - and rightfully so; if deals don't close, revenue has no chance of being recognized. But while all of the focus and attention is on closing deals and getting business "done" this month and quarter, our real emphasis should be on getting more qualified meetings - more qualified meetings than necessary to meet revenue expectations. If you don't get more face time with real prostpects, you don't get more sales, you don't get more revenue. It all begins with a continual, healthy, and ongoing pipeline of real prospects...qualified meetings.