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Discovery and Qualification(3)Pipeline and Forecasting(2)Closing and Negotiation(3)Sales Metrics and Operations(2)

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Concepts›Pipeline and Forecasting›Pipeline Management

Concept 04 of 10

framework

Pipeline Management

Your pipeline is only useful if the stages are honest. Most are wish lists.

Definition

The practice of tracking deals across defined stages with honest stage-exit criteria and using aggregate pipeline data to forecast revenue.

Step 1

Predict first

In one or two sentences, what do you think this concept means? Wrong is fine; the small struggle is what makes the answer stick.

Objection Handling Social Selling