Building a Sales Pipeline From Scratch (Without the Chaos)

A pipeline is a shared language between founders, reps and finance. If it isn't consistent, none of the numbers mean the same thing to any two people.

Define stages by buyer action, not rep opinion

'Interested' is not a stage. 'Attended demo' is. Every stage should map to a verifiable event.

Stage weights matter more than counts

$1M of pipeline in Discovery is worth roughly $80K weighted. $1M in Proposal is closer to $400K. Report on both — and coach against the gap.