Pipeline

A pipeline shows what a team is working on and what it expects to close. The number that matters is not the total value — it is the quality of the deals inside it: whether the buyer has a real problem, whether the seller is in control, and whether the evidence supports the stage each deal is sitting at.

A healthy pipeline has enough coverage to support the forecast (typically 3–4x target), deals distributed across stages, and clear next steps on every live opportunity. When pipeline is thin or stacked at one stage, the forecast becomes unreliable.

Reviewing pipeline against buyer evidence rather than seller activity is what separates a reliable number from a best-guess.