Pipeline360 Chief Marketing Officer | Formerly Demandbase, Thomson Reuters • 2mo
I would start by reverse engineering the revenue target. If you know the bookings target, average deal size, win rate, and sales cycle, you can estimate how much pipeline you need and when you need it created in order to hit the number. The basic questions are: What is the bookings target? What is the current pipeline? What is the win rate? What is the average deal size? How long is the sales cycle? How much pipeline coverage do we need by quarter? How much of that pipeline needs to come from ma ...Read More
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