I focus on carving out time daily to prospect into different departments within my key accounts, actively working to build groundswell throughout the entire organization for the product offering I am pitching. With the goal of achieving 4-5x pipeline in order to meet and achieve quota, it is necessary to continuously be prospecting, as deals that fall out must be backfilled with other pipeline opportunities. In addition, after every meeting, if the opportunity is to remain in the pipeline, there must be a next step/future action item defined that is agreed on by both parties. Finally, I define with my customer the latest possible end date of purchase/implementation and put in place milestones for us to adhere to along the way in order to ensure we meet that designated timeline.