Pipeline

Definition

The total value of all active sales opportunities at various stages of the sales process. Pipeline is typically measured in currency and tracked by stage (e.g., meeting booked, proposal sent, negotiation, closed won).

Why It Matters

Pipeline is the leading indicator of future revenue. A healthy business typically needs 3-5x pipeline coverage relative to its revenue target. Outbound is one of the most controllable ways to build pipeline.

Related Terms

Sales Qualified Lead (SQL)Annual Contract Value (ACV)Close Rate

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