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Pipeline

The aggregate value of all active sales opportunities at various stages of the sales process, used to forecast expected revenue.

Pipeline is measured in total value (e.g. $2.4M in pipeline) and broken down by stage (prospecting, qualification, proposal, negotiation, closed-won/lost).

A healthy pipeline typically needs 3–4× coverage relative to quota to account for average deal win rates.

Related Terms

Revenue Operations (RevOps)Sales Qualified Lead (SQL)
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