This Dreamit podcast is about how to build and manage a sales pipeline. Managing your sales pipeline allows you to gain control of sales figures. It's important to create an effective process for moving deals through your pipeline in an efficient manner. Learn how to utilize sales data, figure out your sales cycle, manage your sales team, and other tricks and traps to avoid when building sales momentum. PANELISTS: Kirby Salerno, VP Sales and Marketing at Flocabulary Greg Lewis, Executive Vice President Business Development at Digitas Health Niko Skievaski, Co-founder and President at Redox 00:40 - Introductions 04:55 - Biggest challenges in building sales pipelines for early stage startups 14:00 - Where do you find leads? 23:00 - How to follow up without turning your prospects off 27:00 - Tools for building sales pipelines 37:00 - Shortening the sales cycle 44:50 - Characteristics to look for when hiring salespeople 52:00 - Advice regarding incentive compensation