“We Just Need More Pipeline” — Said Every Struggling Sales Leader Ever
- Matthew Earle
- Apr 14
- 2 min read
A while back, I joined a pipeline review where things weren’t quite adding up.
Plenty of activity.Loads of outreach.
Deals in motion — or so it seemed.
But forecasts were slipping. Confidence was low. And the mood? Let’s just say… tense.
Then it came:“We just need more pipeline.”
Said with conviction. As if volume alone could fix what wasn’t working.
More Leads, Same Problems
It’s a familiar move — when deals stall or revenue dips, we pile more leads into the top of the funnel.
Spray a bit wider. Call a bit harder.Hope something sticks.
But here’s the problem: If the machine is broken, turning it on faster won’t help.
The Real Issue Isn’t Volume — It’s Value
In most cases, the problem isn’t that sales teams don’t have enough leads. It’s that they’re:
Chasing the wrong kind of leads
Skipping proper qualification
Starting conversations that don’t go anywhere
More pipeline doesn’t solve misalignment. It masks it — for a while.
Here’s What Smart Sales Leaders Focus On Instead
Relevance over reach. Stop throwing wide nets. Start speaking to buyers with real problems worth solving.
Qualification that challenges, not just ticks boxes. Get past the budget/timeline dance and uncover what’s actually at stake.
Consistency over chaos. Build repeatable early-stage processes — ones that are simple, scalable, and actually lead somewhere.
Don’t Mistake Activity for Progress
Just because the funnel is full doesn’t mean it’s healthy.
If your pipeline is packed but nothing’s closing, the answer isn’t more.It’s better.
Want to Build Smarter Pipeline?
The best sales strategies don’t start with more — they start with meaning.
If you're tired of chasing volume and want to shift the conversation to quality, let’s talk.
“We Just Need More Pipeline” — Said Every Struggling Sales Leader Ever
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