Same Old Song and Dance Sales leaders in complex B2B selling environments know that it’s not enough to know how much pipeline they’ve got. They also need to know how the pipeline got to that point. What changed in the last week, month, quarter, etc? Which deals increased or decreased? Which ones pushed? How about […]
Tag: pipeline
Even Flow (Part I)
Pipeline Flow Across Reporting Periods
Same Old Song and Dance Sales leaders in complex B2B selling environments know that it’s not enough to know how much pipeline they’ve got. They also need to know how the pipeline got to that point. What changed in the last week, month, quarter, etc? Which deals increased or decreased? Which ones pushed? How about […]
Just Can’t Get Enough
Figuring Out Your Pipeline Coverage Multiple
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 […]