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Volume 340, Issue 4 · 2026-07-20 – 2026-07-26 · Popular →

Most Popular IT This Week · August 1

Upcoming Event · Tue, Aug 18 · 12:00pm

Your Best Pipeline Is the Customers You Already Have

Sales culture fixates on new logos while the most efficient pipeline sits inside the existing book — customers who already trust you, pay you, and have validated that your solution works. Accounts are rarely lost to dramatic failure; they're lost to silence, as the rep moves on to the next hunt and a more present competitor fills the gap. A weekly newsletter keeps the entire installed base warm with no upsell attached, surfaces expansion signals through what customers engage with, and insures against champion turnover by reaching the whole account rather than one contact. more →

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Your Best Pipeline Is the Customers You Already Have

Upcoming Event · Tue, Aug 18 · 12:00pm

Be Seen as an Advisor, Not Just Another Vendor

Ask any enterprise IT buyer how they feel about salespeople and you'll get a tired sigh. It's not personal. It's the accumulated weight of a thousand cold emails, a hundred "quick calls," and an inbox full of reps who all somehow have "a solution that's perfect for your exact challenges" despite never having spoken to them. To the average buyer, the word *vendor* has come to mean *someone who wants my money*. more →

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Be Seen as an Advisor, Not Just Another Vendor