Chapter 2

How full must my pipeline be, and who says so?

Đường ống bao nhiêu là đủ, và ai nói cho tôi biết?

The chapter's question

To hit my target, how full does my pipeline need to be?

Big idea

The pipeline you need comes from close rate and sales cycle length, not from a feeling of safety.

In this chapter

  1. Part 2.1

    Your Real Win Rate

    Out of ten opportunities, how many do I sign?

  2. Part 2.2

    Average Cycle Length

    How long from first meeting to signature?

  3. Part 2.3

    Working Back to the Number

    How full a pipeline do those two numbers imply?

  4. Part 2.4

    When It's Thin

    When I find it thin, what is the first thing I do?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Pipeline is free to read right here.

Read in Conan School

Chapters of The Pipeline

  1. 1.Does a deal advance by my actions or theirs?
  2. 2.How full must my pipeline be, and who says so?
  3. 3.Is an optimistic forecast confidence or self-deception?
  4. 4.Are my notes for my manager or for me?
  5. 5.Is a busy week a productive week?