Resources

🧠 The Pipeline Mirage: Why a Full CRM Doesn’t Always Mean Real Opportunities

It’s not always gold just because it glitters. A “full pipeline” looks impressive on dashboards. It fills up investor updates and boosts morale — for a while. But too often, that abundance turns out to be a mirage. At ABD, we’ve seen how misaligned sales activity and weak qualification standards fill CRMs with names… not opportunities. And that’s where things go sideways. Two pipeline mirages we've seen up close: 1. The spray-and-pray disaster Over a decade ago, we were broug

How the Right Sales & Business Development Strategy Can Transform Your Growth

Every business has a vision for growth, but not every business has the foundation in place to make that vision a reality. A well-executed...

The Real Cost of Inefficiencies in Sales and Business Development (And How to Fix Them)

As a business leader, there’s no shortage of priorities competing for your attention. But if there’s one area that can silently impact...

Overcoming Common Business Challenges with the Right Partners: Are These Obstacles Holding You Back?

Every entrepreneur and business leader knows that growth comes with its share of challenges. The road to success is rarely a straight...

Identifying the Sales & Business Development Challenges That May Be Holding Your Growth Back

As a Founder, CEO, or Sales Leader, the pressure to consistently drive growth and hit revenue targets is always present. Yet, the path to...

Is Your Sales Pipeline Set Up for Real Revenue Impact?

As a Founder, CEO, or Sales Leader, one question you should regularly ask yourself is: Are we building a pipeline that leads to...