We talked talent pipeline a few weeks ago - what about the other pipeline - the main pipeline? 

 

Pipeline is a snapshot in time - the volume of opportunities - the value of those opportunities at this moment in time and the velocity with with which we are progressing them from MQL alway the way through to close. 

 

Inevitably things will need to be qualified out / prospects will change their mind / org requirements will change

 

You want to see activity, motion, consistent filling of the bucket, progression, activity

 

There is the saying that pipeline cures all problems - this is partially true - pipeline is an output but it’s the product of a mentality

 

You need your team to understand pipeline and to build pipeline consistently. 

 

So how do you coach on pipeline?

 

That’s what today is all about