{"id":1264,"date":"2020-01-27T15:33:26","date_gmt":"2020-01-27T15:33:26","guid":{"rendered":"https:\/\/www.klozers.com\/?p=1264"},"modified":"2026-09-15T11:44:13","modified_gmt":"2026-09-15T10:44:13","slug":"sales-pipeline","status":"publish","type":"post","link":"https:\/\/www.klozers.com\/nl\/sales-pipeline\/","title":{"rendered":"Expert Guide to Fix Your Sales Pipeline FAST"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1264\" class=\"elementor elementor-1264\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-dee698f e-con-full e-flex e-con e-parent\" data-id=\"dee698f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-ec04211 e-flex e-con-boxed e-con e-child\" data-id=\"ec04211\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-9a7f160 e-con-full e-flex e-con e-child\" data-id=\"9a7f160\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-305aa2c elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"305aa2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><circle cx=\"12\" cy=\"12\" r=\"8\"><\/circle><circle cx=\"12\" cy=\"12\" r=\"4\"><\/circle><circle cx=\"12\" cy=\"12\" r=\"0.7\"><\/circle><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-93d512e elementor-widget elementor-widget-heading\" data-id=\"93d512e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Pipeline and route to market<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cbff61f elementor-widget__width-initial elementor-widget elementor-widget-heading\" data-id=\"cbff61f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Sales Pipeline: How to Build and Manage Opportunities That Can Actually Close<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a161042 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"a161042\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A sales pipeline is the sales team&#8217;s working view of the opportunities it is actively trying to win. A useful pipeline is not the one with the biggest headline value. It is the one where opportunities deserve to be there, stages are supported by evidence and the next action is clear.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-d4d36f1 e-con-full e-flex e-con e-child\" data-id=\"d4d36f1\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-417728f elementor-widget elementor-widget-text-editor\" data-id=\"417728f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>By\u00a0<strong>Iain Swanston<\/strong>, Founder, Klozers<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e9cb211 elementor-widget elementor-widget-post-info\" data-id=\"e9cb211\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-d0f8143 elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-custom\">\n\t\t\t\t\t\t\t\t\t\tUpdated 15 september 2026\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-28dc8e4 elementor-widget elementor-widget-shortcode\" data-id=\"28dc8e4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><span class=\"span-reading-time rt-reading-time\"><span class=\"rt-label rt-prefix\"><\/span> <span class=\"rt-time\"> 6<\/span> <span class=\"rt-label rt-postfix\">minute read<\/span><\/span><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e94b2ff e-con-full in-short e-flex e-con e-parent\" data-id=\"e94b2ff\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-6d61056 e-con-full e-flex e-con e-child\" data-id=\"6d61056\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-6cddd47 e-con-full e-flex e-con e-child\" data-id=\"6cddd47\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-acb9f1a elementor-widget elementor-widget-heading\" data-id=\"acb9f1a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">What is a sales pipeline?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ff868e8 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"ff868e8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A sales pipeline is a structured view of individual sales opportunities that are being actively managed towards a buying decision. It normally records the opportunity, value, stage, owner, expected timing and next action. Unlike a sales funnel, which measures conversion across groups of leads and prospects, a pipeline helps salespeople decide what to do with specific opportunities.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-cb25525 e-flex e-con-boxed e-con e-parent\" data-id=\"cb25525\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8c55097 elementor-toc--minimized-on-tablet elementor-widget elementor-widget-table-of-contents\" data-id=\"8c55097\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;headings_by_tags&quot;:[&quot;h2&quot;],&quot;exclude_headings_by_selector&quot;:&quot;.exclude-from-toc&quot;,&quot;no_headings_message&quot;:&quot;No headings were found on this page.&quot;,&quot;marker_view&quot;:&quot;numbers&quot;,&quot;minimize_box&quot;:&quot;yes&quot;,&quot;minimized_on&quot;:&quot;tablet&quot;,&quot;hierarchical_view&quot;:&quot;yes&quot;,&quot;min_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;min_height_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"table-of-contents.default\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__header\">\n\t\t\t\t\t\t<div class=\"elementor-toc__header-title\">\n\t\t\t\tOn this page\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--expand\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__8c55097\" aria-expanded=\"true\" aria-label=\"Open table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-down\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M207.029 381.476L12.686 187.132c-9.373-9.373-9.373-24.569 0-33.941l22.667-22.667c9.357-9.357 24.522-9.375 33.901-.04L224 284.505l154.745-154.021c9.379-9.335 24.544-9.317 33.901.04l22.667 22.667c9.373 9.373 9.373 24.569 0 33.941L240.971 381.476c-9.373 9.372-24.569 9.372-33.942 0z\"><\/path><\/svg><\/div>\n\t\t\t\t<div class=\"elementor-toc__toggle-button elementor-toc__toggle-button--collapse\" role=\"button\" tabindex=\"0\" aria-controls=\"elementor-toc__8c55097\" aria-expanded=\"true\" aria-label=\"Close table of contents\"><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-chevron-up\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M240.971 130.524l194.343 194.343c9.373 9.373 9.373 24.569 0 33.941l-22.667 22.667c-9.357 9.357-24.522 9.375-33.901.04L224 227.495 69.255 381.516c-9.379 9.335-24.544 9.317-33.901-.04l-22.667-22.667c-9.373-9.373-9.373-24.569 0-33.941L207.03 130.525c9.372-9.373 24.568-9.373 33.941-.001z\"><\/path><\/svg><\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<div id=\"elementor-toc__8c55097\" class=\"elementor-toc__body\">\n\t\t\t<div class=\"elementor-toc__spinner-container\">\n\t\t\t\t<svg class=\"elementor-toc__spinner eicon-animation-spin e-font-icon-svg e-eicon-loading\" aria-hidden=\"true\" viewBox=\"0 0 1000 1000\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M500 975V858C696 858 858 696 858 500S696 142 500 142 142 304 142 500H25C25 237 238 25 500 25S975 237 975 500 763 975 500 975Z\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8709412 e-con-full exclude-from-toc e-flex e-con e-parent\" data-id=\"8709412\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-ef0cb13 e-con-full e-flex e-con e-child\" data-id=\"ef0cb13\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-fa44164 e-con-full e-flex e-con e-child\" data-id=\"fa44164\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-8611488 e-con-full e-flex e-con e-child\" data-id=\"8611488\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-607924b elementor-view-framed elementor-shape-circle elementor-widget elementor-widget-icon\" data-id=\"607924b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 24 24\" fill=\"none\" stroke=\"currentColor\" stroke-width=\"1.75\" stroke-linecap=\"round\" stroke-linejoin=\"round\" aria-hidden=\"true\"><rect x=\"5\" y=\"4\" width=\"14\" height=\"17\" rx=\"2\"><\/rect><path d=\"M9 4h6v2H9z\"><\/path><path d=\"M8 11h8\"><\/path><path d=\"M8 15h8\"><\/path><path d=\"M8 18.5h5\"><\/path><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-11cc551 elementor-widget elementor-widget-heading\" data-id=\"11cc551\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Key takeaways<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-702b617 elementor-widget elementor-widget-text-editor\" data-id=\"702b617\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ol class=\"kz-takeaways\"><li>A large pipeline is not necessarily a strong pipeline. Qualification and buyer evidence matter more than headline value.<\/li><li>Opportunities should progress because something meaningful has changed in the customer&#8217;s buying process, not because the salesperson feels positive.<\/li><li>Removing an opportunity that will not close does not weaken the pipeline. It reveals that the pipeline was already weaker than reported.<\/li><li>A pipeline concentrated in old late-stage deals should trigger investigation into qualification, access to decision-makers and buyer progression.<\/li><li>A stronger pipeline gives salespeople more credible alternatives. That can improve their negotiating position, although pipeline strength alone does not determine negotiation outcomes.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e2a2678 e-con-full e-flex e-con e-parent\" data-id=\"e2a2678\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-b1264da e-con-full e-flex e-con e-child\" data-id=\"b1264da\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-856c840 e-con-full e-flex e-con e-child\" data-id=\"856c840\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-fc4c139 elementor-widget elementor-widget-heading\" data-id=\"fc4c139\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"what-makes-a-good-sales-pipeline\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What makes a good sales pipeline?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-800803a elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"800803a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A good pipeline contains qualified opportunities that justify sales time. Each opportunity should have enough evidence to support its current stage, a clear next action and a credible reason to believe the customer is still progressing towards a decision.<\/p><p>This is different from trying to make the CRM look full. A pipeline can show impressive coverage while containing old opportunities, weakly qualified prospects and deals where the seller has had no meaningful customer interaction for weeks.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bab436f elementor-widget elementor-widget-heading\" data-id=\"bab436f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Do not judge pipeline health by how full the CRM looks. Ask whether the opportunities deserve to be there.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-abd7024 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"abd7024\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The wider question of where opportunities should come from sits in our\u00a0<a href=\"\/go-to-market-strategy\/\">go-to-market strategy hub<\/a>. This page starts once a genuine sales opportunity exists.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-41ed14d e-con-full e-flex e-con e-parent\" data-id=\"41ed14d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-9bab507 e-con-full e-flex e-con e-child\" data-id=\"9bab507\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-a3dae7f e-con-full e-flex e-con e-child\" data-id=\"a3dae7f\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-42a1402 elementor-widget elementor-widget-heading\" data-id=\"42a1402\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"how-should-sales-pipeline-stages-work\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How should sales pipeline stages work?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9ba94d7 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"9ba94d7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Pipeline stages should help the salesperson and manager understand what has actually happened in the buying process. They should not simply record seller activity.<\/p><p>For example, sending a proposal does not automatically prove that an opportunity deserves to move forward. The customer may not have agreed the problem, involved the right stakeholders, confirmed the decision process or validated the proposed solution.<\/p><p>A practical approach is to define what must be true before an opportunity enters each stage. Depending on your sales process, that might include evidence that the problem and required outcome are understood before moving from discovery, or evidence that the relevant stakeholders have validated the solution before moving into commercial discussions.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-954b52b e-con-full e-flex e-con e-child\" data-id=\"954b52b\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-206a2a2 e-con-full e-flex e-con e-child\" data-id=\"206a2a2\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-6e1f784 elementor-widget elementor-widget-image\" data-id=\"6e1f784\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1200\" height=\"900\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-evidence-before-progression.png\" class=\"attachment-full size-full wp-image-58222\" alt=\"Illustrative sales pipeline showing evidence required before an opportunity progresses\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-evidence-before-progression.png 1200w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-evidence-before-progression-300x225.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-evidence-before-progression-1024x768.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-evidence-before-progression-768x576.png 768w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Illustrative stages only. The principle is evidence before progression, not a universal Klozers pipeline model.<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5bc99e5 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"5bc99e5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The labels and criteria should reflect your own market and buying process. What matters is that the team uses the same definitions and that progression is based on evidence rather than optimism.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-6c15ab9 e-con-full e-flex e-con e-parent\" data-id=\"6c15ab9\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-8a35243 e-con-full e-flex e-con e-child\" data-id=\"8a35243\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-41f78a6 e-con-full e-flex e-con e-child\" data-id=\"41f78a6\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9b6e7f4 elementor-widget elementor-widget-heading\" data-id=\"9b6e7f4\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"why-do-salespeople-hold-on-to-deals-that-are-unlikely-to-close\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Why do salespeople hold on to deals that are unlikely to close?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6df2c65 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"6df2c65\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>There is rarely one reason. Poor qualification, optimism, sunk effort, unclear stage criteria and reluctance to record a loss can all keep weak opportunities open.<\/p><p>There is also a practical pressure that managers should recognise. Removing an opportunity makes the salesperson&#8217;s reported pipeline smaller. If there are not enough genuine opportunities underneath it, disqualifying the deal exposes the need to create new pipeline.<\/p><p>That can create a temptation to keep marginal opportunities alive. Continuing to follow up an existing deal can also feel easier than returning to prospecting. We treat this as a behavioural risk to investigate, not as an assumption about every salesperson.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3575959 elementor-widget elementor-widget-heading\" data-id=\"3575959\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Removing a dead deal does not create the pipeline gap. It exposes it.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f0ab427 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"f0ab427\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>This is why pipeline coverage is only useful when the opportunities included in the calculation are genuinely qualified. A large multiple of target provides little reassurance if a significant part of the value no longer meets the agreed qualification and stage criteria.<\/p><p>We do not recommend a universal pipeline coverage ratio. The appropriate level depends on your conversion rates, sales cycle, opportunity definition, deal mix and timing.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1995d36 e-con-full e-flex e-con e-parent\" data-id=\"1995d36\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-76c9c59 e-con-full e-flex e-con e-child\" data-id=\"76c9c59\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-950adf0 e-con-full e-flex e-con e-child\" data-id=\"950adf0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0da96de elementor-widget elementor-widget-heading\" data-id=\"0da96de\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"what-does-the-shape-of-your-sales-pipeline-tell-you\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What does the shape of your sales pipeline tell you?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ee21f50 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"ee21f50\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>The distribution of opportunities across stages can highlight where to investigate, but it does not prove the cause.<\/p><p>If a large proportion of deals remain near the end of the pipeline without closing, ask three questions. First, should those opportunities still be qualified? Second, are salespeople working with the people involved in the decision rather than relying on a contact who cannot progress it? Third, has the customer actually moved forward, or has only the seller completed another activity?<\/p><p>Late-stage congestion can have other causes, including changes in customer priorities, internal approval, procurement, funding or a buying process that has paused. The pipeline should prompt investigation rather than automatic diagnosis.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-c3d9287 e-con-full e-flex e-con e-child\" data-id=\"c3d9287\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-5becbec e-con-full e-flex e-con e-child\" data-id=\"5becbec\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5ea84f8 elementor-widget elementor-widget-image\" data-id=\"5ea84f8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t\t\t\t\t\t\t\t\t<figure class=\"wp-caption\">\n\t\t\t\t\t\t\t\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"1200\" height=\"900\" src=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-shape-diagnostic.png\" class=\"attachment-full size-full wp-image-58230\" alt=\"Diagnostic comparison of healthy, inflated and late-stage congested sales pipelines\" srcset=\"https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-shape-diagnostic.png 1200w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-shape-diagnostic-300x225.png 300w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-shape-diagnostic-1024x768.png 1024w, https:\/\/www.klozers.com\/wp-content\/uploads\/2020\/01\/sales-pipeline-shape-diagnostic-768x576.png 768w\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" \/>\t\t\t\t\t\t\t\t\t\t\t<figcaption class=\"widget-image-caption wp-caption-text\">Pipeline shape suggests where to investigate. It does not establish a single cause.<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-57201a0 e-con-full e-flex e-con e-parent\" data-id=\"57201a0\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-e41f6ae e-con-full e-flex e-con e-child\" data-id=\"e41f6ae\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-8a300d6 e-con-full e-flex e-con e-child\" data-id=\"8a300d6\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9a450b4 elementor-widget elementor-widget-heading\" data-id=\"9a450b4\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"how-does-pipeline-quality-affect-sales-negotiation\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How does pipeline quality affect sales negotiation?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a31a12e elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"a31a12e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>A strong pipeline does not guarantee a strong negotiation. Negotiation outcomes also depend on customer value, alternatives, differentiation, authority, preparation and skill. But pipeline quality can affect the salesperson&#8217;s position.<\/p><p>If one opportunity represents most of a salesperson&#8217;s realistic chance of making target, there is greater pressure to protect that deal. That can make it harder to walk away from poor terms or resist unnecessary concessions.<\/p><p>Negotiation research supports the underlying principle. Harvard Law School&#8217;s Program on Negotiation describes a strong BATNA, the best alternative to a negotiated agreement, as a source of bargaining power because credible alternatives improve the ability to reject an unattractive agreement.<\/p><p>In sales, a healthy pipeline can contribute to those alternatives. This is an inference from negotiation research rather than evidence that pipeline size directly determines sales negotiation outcomes.<\/p><p class=\"source-note\">External evidence:\u00a0<a href=\"https:\/\/www.pon.harvard.edu\/daily\/batna\/negotiation-skills-three-sources-of-power-at-the-bargaining-table\/\" rel=\"noopener\" target=\"_blank\">Program on Negotiation at Harvard Law School: BATNA and sources of negotiating power<\/a>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a96ca19 elementor-widget elementor-widget-heading\" data-id=\"a96ca19\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Pipeline creates options. Options can strengthen your negotiating position.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-76cbdce e-con-full e-flex e-con e-parent\" data-id=\"76cbdce\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-2a45a71 e-con-full e-flex e-con e-child\" data-id=\"2a45a71\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t<div class=\"elementor-element elementor-element-a5fe4eb e-con-full e-flex e-con e-child\" data-id=\"a5fe4eb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0bd9ded elementor-widget elementor-widget-heading\" data-id=\"0bd9ded\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"is-sales-pipeline-the-same-as-sales-forecast\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Is sales pipeline the same as sales forecast?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-06dbefd elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"06dbefd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>No. Pipeline value is the value of active opportunities. A forecast is an assessment of what is expected to close within a defined period.<\/p><p>Simply multiplying each opportunity by a standard stage probability can create a weighted pipeline, but that should not be confused with certainty. A \u00a3100,000 opportunity shown at 50% does not mean \u00a350,000 of revenue will arrive.<\/p><p>Accurate opportunity data still matters. In a Klozers survey of 40 B2B sales leaders across 15 countries, 77.5% rated forecasting as highly critical while only 20% reported full confidence in forecast accuracy. This research studied sales leaders and forecasting, not individual salesperson pipeline behaviour.<\/p><p>The practical lesson for this page is narrower: if stage, value, timing and qualification are unreliable, any forecast built from that data starts with a weak foundation.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ce5746a e-con-full e-flex e-con e-parent\" data-id=\"ce5746a\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-f6f8700 e-con-full e-flex e-con e-child\" data-id=\"f6f8700\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t<div class=\"elementor-element elementor-element-d38b161 e-con-full e-flex e-con e-child\" data-id=\"d38b161\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-df6f723 elementor-widget elementor-widget-heading\" data-id=\"df6f723\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"how-should-salespeople-manage-their-sales-pipeline\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How should salespeople manage their sales pipeline?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2b54c06 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"2b54c06\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<ol class=\"steps\">\n \t<li>\n<b>Requalify opportunities<\/b>Do not assume a deal remains qualified because it qualified when it entered the pipeline. Customer circumstances change.\n\n<\/li>\n<li><b>Check the stage evidence<\/b>Ask what has changed in the customer&#8217;s buying process and whether that evidence supports the recorded stage.\n\n<\/li>\n<li><b>Record the next action<\/b>An active opportunity should have a meaningful next step. Repeated seller follow-up without customer commitment is not the same as progression.\n\n<\/li>\n<li><b>Remove opportunities that no longer qualify<\/b>Do not preserve reported coverage by retaining deals that no longer justify sales time.\n\n<\/li>\n<li><b>Respond to the real gap<\/b>If cleaning the pipeline leaves too little genuine opportunity, address prospecting and opportunity creation rather than putting dead deals back into the number.\n\n<\/li>\n<\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6d2edb8 elementor-widget__width-inherit elementor-widget elementor-widget-text-editor\" data-id=\"6d2edb8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>For the wider planning connection, see\u00a0<a href=\"\/how-to-write-a-sales-plan\/\">how to write a sales plan<\/a>. SaaS teams looking specifically at recurring-revenue funnel structure can use our\u00a0<a href=\"\/saas-sales-funnel\/\">SaaS sales funnel guide<\/a>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-c9383bf e-flex e-con-boxed e-con e-parent\" data-id=\"c9383bf\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-b5ac0dd elementor-widget elementor-widget-heading\" data-id=\"b5ac0dd\" data-element_type=\"widget\" data-e-type=\"widget\" id=\"sales-pipeline-faqs\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Sales pipeline FAQs<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2762483 elementor-widget elementor-widget-n-accordion\" data-id=\"2762483\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;default_state&quot;:&quot;expanded&quot;,&quot;max_items_expended&quot;:&quot;one&quot;,&quot;n_accordion_animation_duration&quot;:{&quot;unit&quot;:&quot;ms&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]}}\" data-widget_type=\"nested-accordion.default\">\n\t\t\t\t\t\t\t<div class=\"e-n-accordion\" aria-label=\"Accordion. Open links with Enter or Space, close with Escape, and navigate with Arrow Keys\">\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-4120\" class=\"e-n-accordion-item\" open>\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"1\" tabindex=\"0\" aria-expanded=\"true\" aria-controls=\"e-n-accordion-item-4120\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> What should be included in a sales pipeline? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-4120\" class=\"elementor-element elementor-element-589b355 e-con-full e-flex e-con e-child\" data-id=\"589b355\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-837b169 elementor-widget elementor-widget-text-editor\" data-id=\"837b169\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Include genuine sales opportunities that meet your agreed qualification criteria. Record the information needed to manage them, such as value, stage, owner, expected timing and next action.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-4121\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"2\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-4121\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> How often should a sales pipeline be reviewed? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-4121\" class=\"elementor-element elementor-element-7e16ee5 e-con-full e-flex e-con e-child\" data-id=\"7e16ee5\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a6653db elementor-widget elementor-widget-text-editor\" data-id=\"a6653db\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>There is no universal review frequency we recommend. The cadence should reflect sales-cycle length, deal velocity and management needs. The important point is that stale information is corrected before it drives decisions.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-4122\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"3\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-4122\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> Should every lead go into the sales pipeline? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-4122\" class=\"elementor-element elementor-element-4f50e94 e-con-full e-flex e-con e-child\" data-id=\"4f50e94\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4ae92bd elementor-widget elementor-widget-text-editor\" data-id=\"4ae92bd\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>No. Leads belong upstream until there is sufficient evidence that a genuine sales opportunity exists. The exact qualification threshold should be defined by the business.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-4123\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"4\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-4123\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> Why is my sales pipeline full but sales are low? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-4123\" class=\"elementor-element elementor-element-c2a52e0 e-con-full e-flex e-con e-child\" data-id=\"c2a52e0\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8d195a2 elementor-widget elementor-widget-text-editor\" data-id=\"8d195a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Investigate whether opportunities are genuinely qualified, whether stage progression is supported by buyer evidence, whether deals are ageing without movement and whether the team has access to the people involved in the decision.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t\t<details id=\"e-n-accordion-item-4124\" class=\"e-n-accordion-item\" >\n\t\t\t\t<summary class=\"e-n-accordion-item-title\" data-accordion-index=\"5\" tabindex=\"-1\" aria-expanded=\"false\" aria-controls=\"e-n-accordion-item-4124\" >\n\t\t\t\t\t<span class='e-n-accordion-item-title-header'><div class=\"e-n-accordion-item-title-text\"> Is a sales pipeline the same as a sales funnel? <\/div><\/span>\n\t\t\t\t\t\t\t<span class='e-n-accordion-item-title-icon'>\n\t\t\t<span class='e-opened' ><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t<span class='e-closed'><svg aria-hidden=\"true\" class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t<\/span>\n\n\t\t\t\t\t\t<\/summary>\n\t\t\t\t<div role=\"region\" aria-labelledby=\"e-n-accordion-item-4124\" class=\"elementor-element elementor-element-a873bcc e-con-full e-flex e-con e-child\" data-id=\"a873bcc\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4a3b5df elementor-widget elementor-widget-text-editor\" data-id=\"4a3b5df\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>No. A funnel measures aggregate conversion across groups of leads and prospects. A pipeline manages individual active opportunities.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/details>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<script type=\"application\/ld+json\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@type\":\"FAQPage\",\"mainEntity\":[{\"@type\":\"Question\",\"name\":\"What should be included in a sales pipeline?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Include genuine sales opportunities that meet your agreed qualification criteria. Record the information needed to manage them, such as value, stage, owner, expected timing and next action.\"}},{\"@type\":\"Question\",\"name\":\"How often should a sales pipeline be reviewed?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"There is no universal review frequency we recommend. The cadence should reflect sales-cycle length, deal velocity and management needs. The important point is that stale information is corrected before it drives decisions.\"}},{\"@type\":\"Question\",\"name\":\"Should every lead go into the sales pipeline?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"No. Leads belong upstream until there is sufficient evidence that a genuine sales opportunity exists. The exact qualification threshold should be defined by the business.\"}},{\"@type\":\"Question\",\"name\":\"Why is my sales pipeline full but sales are low?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"Investigate whether opportunities are genuinely qualified, whether stage progression is supported by buyer evidence, whether deals are ageing without movement and whether the team has access to the people involved in the decision.\"}},{\"@type\":\"Question\",\"name\":\"Is a sales pipeline the same as a sales funnel?\",\"acceptedAnswer\":{\"@type\":\"Answer\",\"text\":\"No. A funnel measures aggregate conversion across groups of leads and prospects. A pipeline manages individual active opportunities.\"}}]}<\/script>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5631753 e-flex e-con-boxed e-con e-parent\" data-id=\"5631753\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2dfe819 elementor-widget elementor-widget-heading\" data-id=\"2dfe819\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">A useful pipeline tells you what is real, what should happen next and where new opportunity is required.<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3b5e753 elementor-widget elementor-widget-heading\" data-id=\"3b5e753\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Need help improving the quality of your sales pipeline?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c83d69a elementor-widget elementor-widget-text-editor\" data-id=\"c83d69a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>We will start with what already works, define the gaps and build the workshop around your live opportunities.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5f63b1a e-con-full e-flex e-con e-child\" data-id=\"5f63b1a\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-831a88c e-transform elementor-widget elementor-widget-button\" data-id=\"831a88c\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;_transform_translateY_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:-2,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateX_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;_transform_translateY_effect_hover_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/www.klozers.com\/book-a-call\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Book a free consultation<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Pipeline and route to market Sales Pipeline: How to Build and Manage Opportunities That Can Actually Close A sales pipeline is the sales team&#8217;s working view of the opportunities it is actively trying to win. A useful pipeline is not the one with the biggest headline value. It is the one where opportunities deserve to &#8230; <a title=\"Expert Guide to Fix Your Sales Pipeline FAST\" class=\"read-more\" href=\"https:\/\/www.klozers.com\/nl\/sales-pipeline\/\" aria-label=\"Meer op Expert Guide to Fix Your Sales Pipeline FAST\">Lees meer<\/a><\/p>\n","protected":false},"author":2,"featured_media":1272,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[53],"tags":[28,39,40],"class_list":["post-1264","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-training","tag-business-development","tag-sales-management","tag-sales-prospecting"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts\/1264","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/comments?post=1264"}],"version-history":[{"count":26,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts\/1264\/revisions"}],"predecessor-version":[{"id":58296,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/posts\/1264\/revisions\/58296"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/media\/1272"}],"wp:attachment":[{"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/media?parent=1264"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/categories?post=1264"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klozers.com\/nl\/wp-json\/wp\/v2\/tags?post=1264"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}