---
title: How to Fix Your Skinny and Ill-Defined Pipelines, Don Lazzari
description: Don Lazzari shares 'Entrepreneurs' Sales Secrets Revealed' on The Sales Podcast with Wes Schaeffer, The Business Fixer.
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-34991374.jpg
---
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Oct 03, 2024
# How to Fix Your Skinny and Ill-Defined Pipelines, Don Lazzari
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## "Take the mash and make whiskey."
**[\[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]](https://thesaleswhisperer.com/podcast-guests)**
## [Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- Keep your training practical and applicable.
- "A curated selection of sales knowledge."
- Younger salespeople are still hungry for the wisdom and insight we can give as experienced professionals.
- Sales Vital Signs
- Look at your sales pipeline as a continuum
- You need more pressure at the top
- Most pipelines are skinny and ill-defined
- You must have a discussion with the market through marketing.
- You need an evangelist.
- He does weekly 1-on-1s with your salespeople.
- "What's new to funnel and what's new to pipeline, i.e., the interest vs. action?"
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLLOxjDg%2FcmS8QJZ8%2B8KREvCr2PA8TWX25RLwzxxx6f8o3pl3YcsooRHNuQolCMpecIuk6T9xZoUowXW6%2BP30jnQAWcTaA2S8E86bB38TOTXdG3wzHSbGRdhG7g6sjj8uwA5ZQWH%2FkyOHGoZzQoZt739L%2F9qpEl6xlA%2BF4LY3UJUwDSEWowy0Fl2Bbk9ATRD6kotNncSt%2B%2F9&webInteractiveContentId=178194433547&portalId=443614)
- You need to track activities and pipeline progress.
- Stamp out the optimism in the pipeline.
- Share the voice of the customer.
- "1,000 points of light" in marketing.
- Evangelize the success of your customers.
- Share a good message.
- What are your big three? Tie your success stories to the three big benefits of your offering.
> Take the mash and make whiskey.”
- Pin your benefits to value.
- "Schoolhouse Rock" boiled it down to threes.
- People only remember 50% then 25% then only the headlines.
- You create credibility by asking insightful questions.
- Big fan of "S.P.I.N. Selling."
- You're not paying me for my hours, you're paying me for what I know.
- Pre-Med to writing.
- People still appreciate candor.
> There's a lot of smoke in the woods."
- "My job is not to be the expert, it's to make you money."
**GUEST INFO:**
- Guest Site: [https://www.deliveringvalue.com/](https://www.deliveringvalue.com/)
- Guest Bonus: https://deliveringvalue.com/entrepreneurs-secrets
- Guest LinkedIn: https://www.linkedin.com/in/don-lazzari/
- Guest Substack: https://substack.com/@donlazzari
- Order Don's Book: "[Entrepreneurs' Sales Secrets Revealed](https://amzn.to/4erZzbf)"
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [Need a sales keynote? I’m Wes Schaeffer, The Sales Whisperer®. Start here.](https://thesaleswhisperer.com/sales-keynote-speaker)
- [Book the Fit Call for 12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak)
- [Use These Tools To Grow](https://thesaleswhisperer.com/best-crms)
- [Get The “Whisper Starter Pack](https://whisperpack.carrd.co/)"
- [Get this great CRM for free](https://thesaleswhisperer.com/best-crms)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## Related posts
[](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern-2)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Dr. Cindy McGovern Returns](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern-2)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Sep 16, 2019
"Everything is sales." \[ LISTEN ON APPLE PODCASTS OR SPOTIFY \] The Sales Podcast
[Read more](https://thesaleswhisperer.com/blog/dr-cindy-mcgovern-2)
[](https://thesaleswhisperer.com/blog/dr-persuasion)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Professional Development](https://thesaleswhisperer.com/blog/topic/professional-development), [Marketing Automation](https://thesaleswhisperer.com/blog/topic/marketing-automation), [Digital Marketing](https://thesaleswhisperer.com/blog/topic/digital-marketing), [Entrepreneur](https://thesaleswhisperer.com/blog/topic/entrepreneur)
## [The New Sales Bible by Dr. Persuasion, Yaniv Zaid](https://thesaleswhisperer.com/blog/dr-persuasion)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 17, 2025
"Sell the problem before the solution." \[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]
[Read more](https://thesaleswhisperer.com/blog/dr-persuasion)
[](https://thesaleswhisperer.com/blog/david-newman-2)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Do It Selling' With David Newman](https://thesaleswhisperer.com/blog/david-newman-2)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
May 02, 2023
Do It Selling! With David Newman \[ LISTEN ON APPLE PODCASTS OR SPOTIFY \]
[Read more](https://thesaleswhisperer.com/blog/david-newman-2)
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