Building a Sales Pipeline and Forecasting Accordingly

Do you want to understand your sales pipeline better? In this podcast, Alessandro shares some insights about building and managing a successful sales pipeline, explaining the critical phases from prospecting to closing. He highlights the importance of clear stage definitions, and offers practical tips on assigning probabilities to stages and separating demo and discovery phases. He also unpacks some common sales pipeline bottlenecks and elaborates on top-down versus bottom-up forecasting techniques.