A healthy pipeline is a self-filling revenue machine.
B2B sales is all about pipeline management. You'll learn pipeline velocity (how fast do deals move?), win rate (what % close?), and deal size (are you selling to the right accounts?). You'll understand pipeline coverage ratio (if you need £100k revenue, you should have £300k+ in the pipeline to account for deal loss). You'll discover that consistent deals come from consistent pipeline, not from random lucky closes.
Sales pipeline velocity measures how quickly deals move through your pipeline and generate revenue. Learn the formula and how to improve it.
4 min read · Intermediate
Win rate is the percentage of sales opportunities that end in a closed deal. Even a small improvement can significantly boost revenue without adding pipeline.
4 min read · Beginner
Average deal size is the mean value of your closed deals. Segmenting it by customer type or product line reveals where revenue growth leverage is greatest.
4 min read · Beginner
Part of this AskBiz Academy learning path.
AskBiz Academy
Sales cycle length measures the average number of days from first contact to closed deal. Shortening it accelerates revenue and frees up sales capacity.
5 min read · Beginner
Customer acquisition cost (CAC) is the total sales and marketing spend needed to win one new customer. Pair it with lifetime value to assess whether your growth is commercially sustainable.
5 min read · Beginner
Gross margin tells you how much money is left after paying for what you sold. It's one of the most important numbers in any business.
4 min read · Beginner
Quota attainment measures the percentage of a sales target a rep or team achieves. Learn how to calculate, benchmark, and improve it.
4 min read · Intermediate
Follow this learning path to master wholesale & b2b sales: pipeline velocity predicts revenue.
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