Today, your customer sees you—the seller—before you see them. That means we no longer live in a sell-to marketplace. It’s a buy-from world now.

One of the toughest things a seller has to do is balance near and long-term opportunities.

At the end of the year, the push is on to close everything possible but this leaves the cupboard empty for Q1. Here is how you can avoid this problem.

While important at any time, it's critical at the end of the year that you look hard at your pipeline and assess what is real and what is not.