Everyone says sales teams need more pipeline.3x pipeline.5x pipeline.More leads.More activity.But what if the real problem isn’t pipeline at all?In this Best Bits episode of Making Revenue Tick, veteran sales leader Mike breaks down why the traditional sales process is fundamentally broken — and why throwing more opportunities into the funnel often makes things worse.After 30+ years in B2B sales and leadership roles at companies ranging from startups to global enterprises, Mike has seen the same pattern repeat over and over:Teams chasing more pipeline instead of fixing the process that converts it.In this conversation we explore:• Why the classic 3x pipeline rule is outdated• Where most deals are actually won or lost (hint: discovery)• Why outdated qualification frameworks still dominate sales teams• The difference between an Ideal Customer Profile and an Ideal Opportunity Profile• Why the real problem in sales isn’t the reps — it’s the systemIf you’re a founder, CRO, or sales leader trying to improve close rates, pipeline quality, and forecasting accuracy, this conversation challenges some of the most common assumptions in modern B2B sales.Because the goal isn’t to put more raw material into the funnel.It’s to improve the yield.🎧 About the show:What Makes You Tick? is where tech leaders share what really matters - career moves, product bets, cultural calls, and the personal moments behind the metrics. We honour great leaders!Connect with Michael Muhlfelder https://www.linkedin.com/in/mikemuhlfelder/Follow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#salesleadership #b2bsales #salesstrategy #revenueleadership #pipeline #salesprocess #salestraining #gtmstrategy #makingrevenuetick #podcast

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“What did the council decide on item 42?” — answered with the speaker and the moment.

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