If you are in sales, then chances are you are focused to some degree on your closing rate. Don’t get me wrong, looking at the closing rate is certainly something that you want to pay attention to. But it's not the most important metric like it once was a couple of decades ago. The buying process is no longer as simple as it used to be. Now the sales cycle is longer, and it involves more moving parts. In 2016, you need to spend more time marketing your services and getting more qualified leads. At the same time, you need to engage in pipeline marketing techniques to pull your prospects through your sales funnel. Allow me to make my case.