Resources

Current circumstances find buyers behaving in more unpredictable ways which means that sales pipelines may be far less accurate as a predictor of future sales. This presentation considers how sales organizations could prioritize pipeline development to adjust to the present crisis, reinforces the importance of continuing to stick to the basics of pipeline management (health, hygiene and sufficiency) and reviews how the triangulation of people, process, analytics and pipeline can lead to improved forecasting and increased revenues.