How To Build EPIC Sales Pipeline RIGHT NOW
The Daily Sales, Thursday, November 5th, 2026
Sales veteran argues that salespeople must create their own pipeline through targeted, consistent prospecting instead of waiting on marketing.
Salespeople should not wait for marketing to fill their pipeline; the best ones create opportunities themselves through strategy and consistency.
Drawing on more than 20 years in sales and over 50 million pounds in revenue from LinkedIn-generated leads, the piece warns against confusing activity, such as mass generic emails or random connection requests, with real opportunity.
It recommends defining the ideal customer profile from existing best customers, then building a focused list of about 20 matching companies with 2-3 stakeholders each and researching their priorities and buying signals.
It also urges sellers to keep building relationships through the end of 2026 to create revenue for 2027.