159. Labcorp SVP on the Sales Pipeline Question Most Teams Aren’t Asking w/ Andrew Fleming
A B2B sales strategy built around a bigger sales pipeline sounds logical. But is more pipeline actually better? Andrew Fleming, SVP, Global Head of Sales and Enterprise Client Solutions at Labcorp, has a different way of looking at it: which opportunities are actually worth pursuing? In this conversation with Harry Kendlbacher, Andrew shares how he thinks about pipeline health, the customers worth focusing on, and why sales teams sometimes need to be comfortable walking away. ⏱️ Timestamps: 00:00 – Intro 01:44 – Why a bigger sales pipeline can be misleading 03:54 – Can AI help build a better…
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