On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary features Vishwanath Mallikarjunan, CRO at Esper. Today, Vish discusses what a pipeline is and how good pipeline quality means that the pipeline accurately captures all the key attributes of the sales process.

He digs into what pipeline means from both the sales and RevOps points of view, as well as the 3 levels of pipeline in the CRM. Ideally, these 3 levels can actually be compressed into 2 or even 1 level.

HIGHLIGHT QUOTES

Pipeline defined is relative to a company's sales processes - Vish: "Pipeline is actually the tangible and articulated representation of sales process in CRM, so it is nothing but the snapshot of the sales process into the CRM. And pipeline by itself is also very useful input into forecasting and sales planning, so a healthy pipeline reflects very well on the sales process, whereas a healthy forecast reflects very well on the consistency of the sales process and the consistency by which we are snapshotting as a pipeline."

You can find out more about Vish in the links below:

• LinkedIn: https://www.linkedin.com/in/vishwanathmallikarjunan/
• Website: https://www.esper.io/

Check out more Hot Takes and educational episodes on revenue acceleration on the Breadcrumbs website.