Guest host, Robert Pease,talks about predictable pipeline. Some of the point covered include:

Have you built the marketing plan around the revenue plan?

We really need to accelerate. Basically we need more customers.

Someone who comes to your website and downloads a white paper, that's a content lead. That's not remotely sales qualified.

If you don't know who you're selling to, you don't know that there's a market or that there's a need in the market for what you sell, that's going to wound you.