Many salespeople confuse the establishment of a pipeline with establishing a pipe dream. Gil Cargill doesn’t mean to be harsh with this statement, he feels we are all naturally optimistic and, sometimes, this optimism gets us into sales trouble – specifically, when we confuse a prospect who is willing to talk to us with a prospect who has a set of needs that can be satisfied by you and your company. These needs must be expressed in terms of some level of discomfort that the prospect is currently experiencing.When you have the ability to help your customer achieve a permanent improvement in one or more circumstances within their business, then your pipeline is indeed a list of potential new deals. Follow this link to some questions that Gil suggests you examine for each opportunity in your current pipeline. If you can’t answer these questions, then you don’t have a pipeline but, rather, you have a pipe dream.