According to research by the U.S. Census Bureau there are an estimated 17 million sales people in the United States today and common to us all is the attention we give to lead generation. However, with all the attention our growing ranks give to filling the pipeline, we often miss the impact leads have on sales flow and the pipeline’s capacity for new business.

Let’s take the conversation to the next level and consider how more efficient and effective approaches to lead generation impact the sales pipeline and translate into more consistent forecast revenue growth.

"Everyone loves to win."  That's what one business owner recently told me when referring to the investment she was making in her business.  Results were being produced, her vision was being realized and her team was energized. They were winning!

In the United States, between 2011 and 2029, over 800,000 businesses with an estimated value of $3.3 trillion dollars will be disposed of by the Baby Boomers who own them. According to a Trendsetter Barometer Survey published by Price Waterhouse, 65% of these businesses will be sold – with an estimated value of $2.2 trillion.

What happens to the $1.1 trillion in business value not cashed in will be the subject of a future article, for now our focus is on the $2.2 trillion that will be sold.