Pipeline design
20 practical guides on pipeline design for B2B revenue teams — pipeline design, attribution and the metrics that predict revenue.
Related topics: Banking & Lending, Construction & Contracting, Education & EdTech, Healthcare & Clinics
A deal with one contact looks identical to a deal with four in most CRM views. It converts far worse, and you usually find out late.
Pipeline designHow to structure a Banking & Lending sales pipelineA Banking & Lending pipeline needs stages a generic CRM does not ship with — KYC, Credit, Sanctioned, Disbursed.
Pipeline designHow to structure a Construction & Contracting sales pipelineA Construction & Contracting pipeline needs stages a generic CRM does not ship with — Site Survey, Estimate, Tender.
Pipeline designHow to structure a Education & EdTech sales pipelineA Education & EdTech pipeline needs stages a generic CRM does not ship with — Counselling, Offer, Fee Payment.
Pipeline designHow to structure a Healthcare & Clinics sales pipelineA Healthcare & Clinics pipeline needs stages a generic CRM does not ship with — Insurance Approval. How to structure it and why each stage earns its p
Pipeline designHow to structure a Insurance sales pipelineA Insurance pipeline needs stages a generic CRM does not ship with — Underwriting, Policy Bound. How to structure it and why each stage earns its plac
Pipeline designHow to structure a Legal Services sales pipelineA Legal Services pipeline needs stages a generic CRM does not ship with — Conflict Check, Engagement Letter.
Pipeline designHow to structure a Logistics & Freight sales pipelineA Logistics & Freight pipeline needs stages a generic CRM does not ship with — Rate Quoted, Booking Confirmed.
Pipeline designHow to structure a Manufacturing & Industrial sales pipelineA Manufacturing & Industrial pipeline needs stages a generic CRM does not ship with — RFQ, Costing, Sampling, PO Received.
Pipeline designHow to structure a Media & Advertising sales pipelineA Media & Advertising pipeline needs stages a generic CRM does not ship with — Brief, Pitch, Client Approval.
Pipeline designHow to structure a Non-profit & NGO sales pipelineA Non-profit & NGO pipeline needs stages a generic CRM does not ship with — Cultivation, Under Review, Funded.
Pipeline designPipeline coverage: what it measures, and what it hidesPipeline coverage explained — how to calculate it, what it predicts, the common ways it misleads, and what to pair it with.
Pipeline designHow to structure a Professional Services sales pipelineA Professional Services pipeline needs stages a generic CRM does not ship with — Scoping, Proposal, Commercials.
Pipeline designHow to structure a Real Estate & Property sales pipelineA Real Estate & Property pipeline needs stages a generic CRM does not ship with — Site Visit, Registered.
Pipeline designHow to structure a Retail & E-commerce sales pipelineA Retail & E-commerce pipeline needs stages a generic CRM does not ship with — Quote, Order Placed, Fulfilled.
Pipeline designHow to structure a SaaS & Technology sales pipelineA SaaS & Technology pipeline needs stages a generic CRM does not ship with — Discovery, Demo, Trial/POC.
Pipeline designRunning a pipeline review that is not theatreMost pipeline reviews walk a list and end with optimism. A useful one interrogates stage evidence and ends with fewer deals.
Pipeline designA practical guide to designing sales pipeline stagesMost pipelines are inherited rather than designed. The stages you use determine what you can measure, which makes this a data decision as much as a pr
Pipeline designHow to structure a Travel & Hospitality sales pipelineA Travel & Hospitality pipeline needs stages a generic CRM does not ship with — Itinerary, Advance Received.
Pipeline designWhy is my pipeline not converting?A pipeline that looks full and converts badly usually has one of four problems, and only one of them is a closing problem.