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Most reps build one giant list and call it at random all week.
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That's why your pipeline swings every month, and the fix is your account mix: 20/20/60.
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In this short episode, Marcus breaks down how to engineer a predictable pipeline with the 20/20/60 account mix:
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- The 20/20/60 account mix (high, mid, low) and how to apply it to 100 target accounts
- The connect-and-conversion math that decides whether you book 1 meeting or 6
- "You sell who you see" — why your list, calendar, and habits all reflect your mix
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About Marcus Chan:
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Wall Street Journal best-selling author and CEO of Venli Consulting.
Led a $195M/year sales org with 110+ employees.
Promoted 12 times in 8 years.
Marcus helps CEOs, Founders, CROs and Sales VPs install B2B sales operating systems that drive real revenue lift.
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Follow Marcus Chan:
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LinkedIn | YouTube | Instagram | TikTok | Venli
