Tactical Pipeline Growth: Winning the Outbound Battle for New Business, with Mark McInnes [Episode 857]

Mark McInnes is author of the book Tactical Pipeline Growth: Winning the Outbound Battle for New Business. I enjoyed Mark’s book, and this conversation with him, because he’s a bit of a contrarian on the myths and bad practices that have built up around prospecting. For openers we talk about why Mark believes that it’s better to have a few too few prospects in your pipeline than a few too many.