Another unique qualification challenge is for the person whose pipeline is strong. These people don't need to add a lot to their pipeline to be successful so they may be prone to too easily dismissing opportunities.

For those people, a couple of reminders...

First, consider the worst case scenario where your coaches and decision makers turn over and you find yourself on the outside looking in. Be sure to be adding the right kind of opportunities to your pipeline to avoid having all of your eggs in one basket.

Second, if you've uncovered good opportunities but don't have time to add them into your pipeline, try to find a better outcome. Instead of eliminating them, see if you can hand them off to someone else on your team. You owe it to yourself, your company and your prospect to try to find a way to make this work.