Principle 03 · Sales Process
Sales Terminology: Sales Pipeline
The principle · 2016
Think of a pipeline feeding a fountain. Unless it is full at all times, there is no display.
Read the original in the archive ↗Editorial perspective · AI in practice
AI forecasting reads the pipeline better than any spreadsheet, but it cannot fill it. Consistent, human-led prospecting remains the water supply.
How to apply it this week
- Let AI predict which deals slip; spend your time topping up the top of the funnel.
- Track pipeline coverage weekly, not quarterly.