Why Top Sellers Always Have a Full Pipeline - Even When Deals Fall Through

Every seller loves the big win. The new client. The unexpected referral. The record-breaking month.

But here’s what Chris Jennings teaches in Conversations Made Easy:

“If you’re relying on inspiration to hit your goals, you’re already behind.”

Success in sales isn’t built on the moments that feel good. It’s built on the activity you do - especially when it feels like it’s not working.

Let’s talk about why your daily actions are your best insurance policy - and how to stay consistent, even when the results aren’t immediate.

Why “Doing the Work” Is More Valuable Than “Getting the Win”

In Part 2 of Conversations Made Easy - titled “Do Something” - Chris draws a direct comparison between sales and going to the gym:

“Don’t overthink where it’s going to lead you. Think about the things you need to do to get there - wherever ‘there’ is.”

The most successful salespeople don’t get lucky. They get disciplined.

When a deal falls through, when a prospect ghosts, when numbers lag - what protects you is the calendar full of calls, the next webinar, the new referrals you’ve been cultivating for weeks.

Activity is your insurance policy.

You Can’t Control Results - But You Can Control This

Here’s what you can’t control:

• Whether your client gets budget approval

• Whether your contact gets promoted or laid off

• Whether your competitor drops their price

Here’s what you can control:

• The number of calls you make this week

• Whether you hosted that lunch-and-learn you planned

• How many referrals you asked for

• Whether you reviewed and improved your pitch

Chris calls this “controlling the controllables.” It’s what separates top performers from rollercoaster reps who only feel confident when things are going well.

The Salesperson’s Workout Plan

Just like you don’t skip the gym because you didn’t lose five pounds overnight, you don’t skip prospecting because nobody said “yes” yesterday.

Your sales workout plan should look something like this (adapted from the Conversations Made Easy activity list):

• 5 referrals requested per week

• 1 webinar or lunch-and-learn per month

• 3 strategic partner meetings

• 25 prospecting calls

• 2 follow-up meetings scheduled

• 1 customer appreciation email or check-in

Even when no one replies.

Even when a prospect stalls.

Even when you’re not feeling it.

This is how you build a future pipeline that doesn’t collapse when one deal goes sideways.

How to Stay Consistent When It Feels Pointless

Chris says it best:

“Don’t quit before the miracle happens.”

That line is a reminder that results come on their own time. The miracle doesn’t show up if you stop short.

Here’s how to push through the “this isn’t working” moments:

• Track activity, not just results. Success lags behind effort. Keep the scoreboard focused on what you can control.

• Review your plan weekly. Adjust your inputs—but never drop them. Get curious about how to improve, not whether you’re cut out for this.

• Celebrate your consistency. Show up for yourself even when the win isn’t there yet. That’s real progress.

The Bottom Line

Your activity is your edge.

It’s what builds resilience, confidence, and consistent results - especially in a world full of salespeople chasing shortcuts.

Conversations Made Easy isn’t about hype. It’s about habits.

Enroll in Conversations Made Easy now

to learn:

• The 10 systems to build a playbook you can trust

• The top 5 activities every seller should commit to

• How to fall in love with the process - even when the results are slow

Build a routine you can rely on. Do the work. Trust the reps.

That’s the real shortcut.