This is episode 824.

Read the complete transcription on the Sales Game Changers Podcast website.

This is an Office Hours: Sales Professors Unplugged sub-brand of the Sales Game Changers Podcast.

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On today's show, we interviewed Brian Collins, Director of the Sales Center at Virginia Tech and IEPS first College Sales Educator of the Year awardee.

Find Brian on LinkedIn.

BRIAN'S TIP: "Spend your time where it matters most. If something isn't real in your pipeline, be honest with yourself, move on, and focus on opportunities that actually move the needle."