Same Old Song and Dance Pipeline. The sum of all deals that a rep could potentially close at a future date (this month, quarter, year, etc.). It’s the lifeblood of B2B sales. No pipe, no chance of hitting the year. Too little pipe, same result. Why? Because reps can’t close what they don’t have, and […]
Author: Year Six
Parking Lot Party
Avoiding Pipeline Parking Lots
Same Old Song and Dance We’ve all been there as leaders in sales and sales ops. We’re humming along with our usual forecasting cycle and there it is: a huge chunk of pipeline sitting on the same date, usually the last day of the month, quarter, or year (looking at you, December 31st). This favorite […]