Most small businesses grow on referrals and the owner's own selling. It works until the owner runs out of hours, and then the pipeline stops. Andy Gough has spent 18 years in sales and marketing, including director-level roles, and now runs This Is Scale, an agency that builds pipeline for B2B engineering and technology firms. In 20 minutes he shares what actually produces pipeline: how to work out who to target, how to find and reach them, what to say to get noticed, and how to convert that interest into real sales pipeline. Ideas you can use immediately to get results.