Andrew Fleming, SVP, Global Head of Sales and Enterprise Client Solutions at Labcorp, has a different way of looking at it: which opportunities are actually worth pursuing?
In this conversation with Harry Kendlbacher, Andrew shares how he thinks about pipeline health, the customers worth focusing on, and why sales teams sometimes need to be comfortable walking away.
⏱️ Timestamps:
00:00 – Intro
01:44 – Why a bigger sales pipeline can be misleading
03:54 – Can AI help build a better pipeline?
05:42 – Building an ideal customer profile
08:29 – What does “right to win” actually mean?
10:04 – Shifting the customer conversation beyond price
14:13 – Why sales teams need permission to say no
17:36 – The two levels of opportunity selection
20:51 – The three qualities of great B2B sellers
💡 In this episode:
• Why pipeline volume can create a false sense of confidence
• How Andrew's ideal customer profile helps his teams decide where to focus
• Why qualifying the customer is only half the job
• How saying no to the wrong opportunities can improve sales forecasting and win rates
• Why the best B2B sellers act as problem solvers, not product pushers
About Andrew Fleming
Andrew Fleming is SVP, Global Head of Sales and Enterprise Client Solutions at Labcorp, where he leads the global commercial organization. With more than 25 years of experience in B2B sales leadership, Andrew has focused on transforming how sales teams build pipeline, prioritize opportunities and allocate commercial resources.
His approach centers on targeted customer profiling, disciplined qualification and creating value for customers rather than simply pursuing more opportunities.
Connect with Andrew on LinkedIn: https://www.linkedin.com/in/andy-fleming-commercial-leader/
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Download "Beyond Discovery" and discover how forward thinking sales leaders are closing the gap between what’s talked about and what’s actually happening inside high performing teams: https://globalperformancegroup.com/white-papers/beyond-discovery-great-needs-arent-stated-they-are-generated
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
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