The Buyer Controls the Velocity of the Sale

Pipeline velocity isn't just about pipeline creation. Pipeline velocity uses 3 historical metrics (win rate, ACV, and sales cycle length) to forecast forward. Most companies only look at pipeline creation. They don't look at sales cycle length. They don't look at win rates or conversation rates. And they don't look at ACVs. The beauty of pipeline velocity is that in order to drive growth, you can play with any one of the metrics that are used to calculate it. In this episode, Chris dives deep into why Pipeline Velocity is the most important marketing metric you should be tracking and how you can break it down to see what areas of your business are really driving meaningful growth.