RV 68 - HIRO Pipe Framework 101
GTM Live
00:00
The Misalignment Between Stages and Win Rates
A key misalignment that I see across companies is they use a stage to define pipeline rather than a sales outcome known, known through win rate. And because there's no standardized definition of pipeline, that pipeline is counted the same. It makes it more challenging to actually predict how much revenue you're going to get at what time.
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