Sales Pipeline

A “Sales Pipeline” is the summary of your sales process, measured by how many customers you are in current discussions with, and how much those conversations could potentially be worth. Your sales pipeline tells you: Sales pipelines are great for founders (and investors) for several reasons – first, because revenue is often a lagging indicator in enterprise sales (since a company’s sales cycle can take time) – so your pipeline gives more visibility into what your team is up to on the sales-front. Second, because it helps a company’s management team project how much revenue will be coming in (given how much is in a pipeline). Often when companies are fundraising or presenting to their team, they will show current revenue as a main metric, and then weighted pipeline as one of their secondary KPIs. Finally, a lightweight pipeline review meeting can help your team align on what's needed to close prospects as quickly as possible. Don’t worry about your sales pipeline until either one founde

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• Belinda Mo