What is Salesforce Duplicate Management? RevOps 10 min Salesforce duplicate management is a cause of worry for most businesses. It fills up the CRM with untrustworthy data. And the insights drawn from that data become questionable. Duplicity in Salesforce is when customer data is entered multiple times in the system leading to confusion, inefficiencies, and inaccurate reporting of leads. Sales duplicity management is an issue that leading companies of the world are dealing with.  Duplicate data in Salesforce describes a situation where two or more records in your database describe one unique real-world entity. For example, suppose you possess a contact named Ariana Grande, but your CRM comprises several contact entries representing Ariana Grande, each with some differences (A. Grande, Ari Grande). Duplicate data often results in lead ownership and sales commission confusion. The customer, on the other hand, gets conflicting messages and redundant calls, causing a negative impression of the organization.  The problem of duplicate data in Salesforce is huge, with most CRMs having 15-30% duplicate records. New records coming from integrations are almost 80% duplicate on average! How Duplicate Data is killing your Salesforce Effectiveness Let’s have a detailed look at how duplicate data might be hindering your Salesforce CRM’s effectiveness.  1. Poor customer experience Imagine receiving identical emails twice or having to repeat your issue to customer support because they are looking at different records. Such experiences can be frustrating and hamper the customer experience, which Salesforce aims to provide seamlessly. Duplicate records in Salesforce create the opposite effect, disrupting the smooth customer experience and undermining customer satisfaction. 2. Wasted sales opportunities Duplicate data in Salesforce can lead to wastage and frustration for the sales team. For instance, if a salesperson contacts a lead that another salesperson is already engaging in, it can result in wasted time, added frustration, and a poor experience for the lead.  An excessive number of duplicates can also erode salespersons’ trust in the data in Salesforce. Consequently, they may either extensively verify each contact before reaching out or skip checking background data altogether. 3. Unnecessary costs Businesses that utilize physical marketing materials like brochures, sample kits, and direct mail might suffer financial losses by sending the same materials to a person twice. This practice is not only wasteful but also harmful to the environment.  Moreover, certain software licenses are tied to the total number of records. Removing duplicates can minimize the number of records and associated costs. 4. Inflated forecasts The process of forecasting involves evaluating the number of prospects that are likely to progress through the marketing and sales funnel. However, inflated numbers caused by duplicates in the data can result in overly optimistic forecasts, which may be unattainable.  For example, if two sales representatives work on the same opportunity and enter the same data into Salesforce, the opportunity will be counted twice in the forecast. When there are multiple records for the same customer or prospect, it can be difficult to get an accurate view of the customer’s history, preferences, and needs. This can lead to misinformed sales strategies and missed opportunities. 5. Bad decision-making Effective decision-making begins with a unified view of the customer, consolidating all customer data into one view. This view can comprise various types of data, such as click data, transactional data, and contact information, and can enable cross-channel marketing and other capabilities. Measuring the impact of actions across all channels is crucial for making informed decisions. However, duplicates in the database can prevent a comprehensive analysis of specific customers and make the aggregated data unsuitable for analysis. With duplicity in Salesforce hurting organizations so viciously, companies are trying to find solutions to this common problem. One such solution is – Automation.  Automation in Salesforce can be used to prevent duplicates by implementing data quality rules, identifying potential duplicates, and automating routine data management tasks. This can improve data accuracy, reduce the risk of errors, and ensure consistency in customer data. What are the various ways in which Automation can mitigate the issue of duplicate data in Salesforce? Let’s have a look.  How Automation Can Resolve the Problem of Salesforce Duplicity Management What are the various ways in which automation can mitigate the issue of duplicate data in Salesforce? Let’s have a look.  1. Automated data entry instead of manual work Automated data entry can help prevent duplicate data in Salesforce by reducing the likelihood of human errors that often occur during manual data entry. With automation, data can be extracted from various sources and integrated into Salesforce without manual intervention, thereby minimizing the risk of creating duplicates. Automation can also check for duplicates in real time, and if detected, the system can either merge or delete the duplicate record automatically. 2. Audit before importing data Auditing data before importing it into Salesforce can identify and eliminate potential duplicates before they are introduced into the system. This involves thoroughly reviewing existing data and cross-referencing it against the new data to be imported. By doing so, businesses can identify any existing records that match the imported data and take the necessary actions to merge or delete them. 3. Implement validation rules to enforce data standards  Implementing validation rules in Salesforce can help prevent duplicate data by enforcing data standards and ensuring that new data being entered meets specific criteria. These rules can be set up to validate different types of data, including names, addresses, phone numbers, and email addresses. For example, suppose a validation rule is set up to prevent the creation of multiple contact records with the same email address. In that case, any attempt to create a new record with an existing email address will trigger an error, preventing the duplicate record from being created. This can improve data accuracy, reduce the risk of errors, and ensure consistency in customer data. 4. Proper validation on all CRM-connected forms Implementing proper validation on all CRM-connected forms can help prevent duplicate data by ensuring that new data being entered meets specific criteria before it is added to Salesforce. This

An Artificial Intelligence Layer is Only as Good as the Data Underneath It 2025 saw the rise of more tools and consolidation in the sales tech market. With this, there has been some debate about what the future might look like.  Will companies continue to invest in point solutions?  Or will the customers prefer an “all in one” tool that takes care of most of their needs? Well, only time will reveal what the landscape will look like.  But what is clear is customers prefer technology that helps them close more revenue, and address gaps that exist throughout the customer lifecycle. The entire customer journey, from lead to opportunity to revenue is riddled with complexities.  Tools that help drive a unified visibility across the funnel and align teams with clean and complete data will be successful in coming times. And an intelligence layer is what can take companies closer to their revenue targets.   What is an Intelligence Layer? An intelligence layer is the key that unlocks the data and exposes patterns that have long been trapped in databases and applications.  This layer knows how to make use of data that is continuously streaming into systems and has the ability to provide insights at the time of need. This layer also is intelligent enough to know that it needs to continuously evolve and adapt to keep itself updated.  In that way, it has the ability to marry historical context with the continuous oncoming of data about accounts, opportunities and prospects. And offers predictive signals into what can add value to the buying journey at any given point in time.  Image Source These signals can open up the possibilities of real-time predictive engagement. This makes it proactive, rather than reactive. It is the battle for this system of action that will win the sales tech game.  Revenue leaders are asking – “Which solution can deliver the best insights in a single User Interface that serves as a rep’s point of decision and point of action?” Whether it’s deciding who to reach out to, which deal to go after this week, or which deal to revive, an intelligence layer shares a predictive list of actions that pushes your teams towards deal closure.  These insights are highly valuable as it produces signals to ensure customer-facing teams are always focused on the highest-value and most-likely-to-convert accounts at all times. The Real Story: It’s Not Just About the Algorithms While this intelligence layer will definitely be the winner in coming times, the usefulness of it will depend on the data underneath it.  Because AI requires meaningful data to recommend improvements that help improve revenue outcomes. In short, building an intelligence layer requires business to have a solid data layer underneath it.  Otherwise even the best of breed cannot undo the effects that bad data has on revenue. Unfortunately, most businesses are still struggling with data quality.  A recent survey by Modern Sales Pros along with Buzzboard revealed the following: Only 6% of respondents reported being highly confident of their data. 58% of respondents reported data accuracy as the number one reason impacting their ability to collect quality data. 37% said poor quality data leads to poor conversion rates. Clearly, data quality is a challenge for organizations currently.  The questions revenue leaders must ask are: What will be my data source when I deploy generative AI apps?  Do I trust the quality of my data? Is my data clean and accurate to drive reliable insights for my business? For a business that is unsure of the quality of data it has in its systems, adding even the most advanced generative AI solution to their tech stack won’t improve their revenue outcomes.  It will add more tech debt to their business. Such data inefficiencies prevent an intelligence layer from delivering its true potential.  Bad Quality Data Leads to Poor Conversions Incomplete and inaccurate contact data has a direct impact on conversion rates, and hence revenue.  In a survey, 37% of revenue professionals said poor data fuels poor conversion rates.  Without the right data and insights at their disposal, demand generation and sales teams are unable to: Get the right leads into their sales funnel.  Nurture those leads down the funnel. Identify the most viable prospects to engage with. Run highly personalized campaigns and outreach This is where the intelligence layer (AI) has to converge with data to help organizations meet their current gaps in revenue generation.  Accurate, rich and complete account data is foundational to build an AI driven sales organization.  And those who don’t invest in a strong foundation may not be able to withstand the rapid pace and changes in today’s sales environment.  Characteristics of Good Quality Data The quality of your data rests on a number of characteristics that it must meet. Data quality is considered superior when it is: Accurate Automated Complete Timely All of these characteristics come together to determine data quality – the basis for making good decisions.  A quality dataset is crucial to support successful AI, as models are only as good as the data you put in them. This idea of data quality is an important part of having a solution that delivers consistent results.   Checklist to Assess Your Data Quality If you think you have good quality data in your systems, ask again. Here is a checklist of questions we have that can help you assess your current data quality status. Top of the funnel: Is your data accurate and timely to maximize buying group intelligence to opportunity conversion? Does your data allow you to increase your speed-to-lead ratio? Can you identify your high intent leads? Does your sales and marketing team have actionable visibility into account based execution? Do you have access to lost contacts and relationships? Does your data capture partner activities? Middle of the funnel: Do you have confidence in your pipeline numbers? Do you know which deals to prioritize in the pipeline? Do you have data about your buying group and their engagement? Are your reps able to multithread with the right accounts? Do you

Top 10 Clari Alternatives Sales and revenue management is an ever-changing landscape where the quest for seamless and accurate data capture is never-ending. Clari Capture, a formidable revenue intelligence platform, has adeptly shouldered this responsibility by automating the capturing of every crucial contact and activity detail throughout the sales cycle.  However, as you look for excellence and competitive advantage, exploring alternatives that might offer unique benefits becomes imperative. This article looks at the ten Clari Capture alternatives ideal for anyone looking to boost their revenue intelligence efforts. What is Clari Capture? Clari Capture is a sophisticated revenue intelligence platform designed to enhance the revenue management process. Clari Capture is an automated data capture powerhouse, diligently capturing every revenue-critical signal that courses through your organization. Doing so eliminates the burden of manual data entry and the need for data cleansing. You can also do away with the complex task of matching this information to your records.  Clari Capture empowers your sales team by reclaiming precious time that would otherwise go on data-related tasks while simultaneously elevating the data quality. The comprehensive solution extends its reach across communication channels, including email, calendar, calls, and more. It is a vital tool for sales teams seeking a more intelligent and efficient revenue process. Top 10 Clari Alternatives in 2023 Here are ten Clari Capture alternatives worth exploring. 1. Nektar Nektar is a unified contact and activity capture solution that guards CRM data integrity and hygiene. Nektar is a reliable partner if you want a complete and accurate view of revenue intelligence. The platform ensures every piece of critical information is captured with precision.  Seamlessly integrating with CRM systems helps it maintain the sanctity of your data, thereby safeguarding its accuracy and relevance. In doing so, Nektar enables your sales team to unlock the quickest route to revenue realization, providing a strategic advantage in today’s ever-competitive business landscape. Give me a product tour. Key features: Actionable pipeline visibility Accurate, complete CRM data and reporting Account-based selling Targeting untapped revenue opportunities 2. Match My Email Match My Email is a meticulously designed solution that seamlessly synchronizes emails and calendars with Salesforce. One of its key differentiators lies in its approach to data management. With Match My Email, all email and calendar data is intricately interwoven with your Salesforce records, ensuring a centralized repository.  The distinctive feature guarantees the permanence of email data within the Salesforce ecosystem, offering a cohesive and holistic view of your customer interactions. Moreover, Match My Email excels in the automation of email logging, relieving users of manual tasks while maintaining a comprehensive audit trail. The automation extends to precise reporting, where the system provides timely and reliable insights into your data.  Key features: Ensures accurate email and calendar data Permanently stores email and calendar data Compatible with any email client and host. 3. Einstein Activity Capture (EAC) Einstein Activity Capture is a formidable tool tailored to empower sales representatives in their daily endeavors. The proficient tool facilitates a seamless connection between a representative’s email and calendar accounts and their Salesforce environment. Upon successful synchronization, emails and events are automatically and intelligently integrated into the activity timeline of pertinent Salesforce records.  The meticulous record-keeping ensures critical interactions are effortlessly tracked and associated with relevant accounts. EAC meticulously reviews activities through its intelligent algorithms and provides valuable recommendations. These recommendations serve as guiding beacons, steering representatives in the direction that maximizes their efficiency and effectiveness in nurturing client relationships and progressing deals.  Key features: Captures email and events from Microsoft or Google account  Adds events to the activity timeline of Salesforce records Captures contact data for email insights 4. Revenue Grid Revenue Grid is a leading revenue intelligence software many teams choose to fix revenue leakage, improve conversion rates, and enable growth. Its comprehensive features and exceptional performance make Revenue Grid stand out. The customizable platform seamlessly integrates with popular CRM systems and sales tools, making it an attractive choice for businesses of all sizes.  Revenue Grid also offers reliable customer support, ensuring you have the assistance you need throughout your journey. Its results-driven focus on revenue growth and sales performance improvement makes it an ideal solution for businesses seeking tangible results.  Key features: 360-degree pipeline visibility Actual and forecasted revenue match up Revenue signals to improve the sales process 5. Linkpoint LinkPoint is a comprehensive solution that streamlines the intricate process of email integration and Customer Relationship Management (CRM) record maintenance. Offering seamless and integrated inbox access, LinkPoint elevates efficiency and accuracy in managing communications and client interactions. A standout feature of LinkPoint is its effortless email integration. Users can securely and promptly record emails within their CRM with just a single click. Furthermore, LinkPoint provides real-time CRM data access from within the email platform, eliminating users needing to toggle between applications. The feature empowers sales teams with immediate insights for informed decision-making. Key features: Simple one-click email recording Custom Salesforce object and field detection Secure client-side deployment 6. Collective[i] Collective[i] offers a strategic approach dedicated to fostering productivity within sales teams, aiming to achieve better success. Collectivei’s mission is to enhance every facet of your sales ecosystem. It includes optimizing your data management, streamlining sales team operations, and fine-tuning the activities that drive revenue. The unique strength of Collectivei lies in its ability to achieve these improvements by leveraging your existing sales tools.  For sales operations and marketing teams, Collectivei is a game-changer, offering a suite of tools for clean, comprehensive, and automated data collection. Collectivei ensures your data is accurate and actionable, empowering your teams to make informed decisions. Key features: AI-generated forecasting and opportunity odds Automated activity and contact input into CRM Transparency to remove unexpected misses with collaboration tools 7. Setsail SetSail is a pioneering revenue intelligence software solution, purpose-built to empower modern revenue teams with actionable visibility. Its mission is to offer revenue teams precise and comprehensive sales data, a foundational pillar for informed decision-making and strategic enhancements. SetSail’s remarkable capability is its proficiency in automating the identification of effective sales behaviors. Leveraging

5 Revenue Operations Tools to Consider in 2025 Revenue operations has grown into a popular approach to managing a business’s revenue growth. If you’re looking for a way to leverage technology and provide data-driven insights to increase efficiency and profitability, you should look into revenue operations solutions. Implementing the right RevOps tools and building the ideal revenue operations team to run revenue operations can help businesses streamline their operations. Moreover, this will improve collaboration and communication between teams, and ultimately drive revenue growth.  In this article, we’ll discuss what revenue operations is, why it matters, and five tools that can supercharge your revenue operations and help you achieve your business goals. Top 5 Revenue Operation software 1. Nektar 2. Clari 3. People.ai 4. Sales Director.ai 5. HubSpot Operations What is Revenue Operations? Revenue operations, or RevOps for short, is a way that companies make sure they make as much money as possible by streamlining marketing and sales operations, leveraging business data, and automating certain marketing tasks. Think of your business as a lemonade stand. Like any business, you want your lemonade stand to make as much money as possible by selling lemonade. To do that, you need to ensure that you have enough lemons, sugar, and cups stocks to make the lemonade. You’ll also need to set the price of the lemonade so that people will want to buy it, but they also make a profit. Related Resource: RevOps vs SalesOps – 6 Key Differences RevOps is like the behind-the-scenes work that the lemonade stand does to make sure they have everything they need to optimize revenue. For example, the lemonade stand might use RevOps to: Figure out how much lemonade you need to make based on how many people are coming to buy it. Ensure you have enough money to buy all the supplies you need to make the lemonade. Decide on the best price to sell the lemonade for so that you make a profit but people still want to buy it. RevOps is important for businesses because it helps them make the most money they can, which means they can stay in business and keep making things that people want to buy. Nowadays, you don’t have to do all this manually. You can leverage revenue software and hire revenue operations experts to take care of this whole process for your company. Overview 5 Tools to Supercharge Revenue Operations So what tools can you use to supercharge your revenue operations? Here are five of the most popular options available to teams. 1. Nektar  Nektar is a revenue operations platform that provides real-time visibility into sales, marketing, and customer success data. It uses AI and machine learning to provide insights and recommendations for optimizing revenue growth.  Nektar’s intuitive interface and customizable dashboards make it easy to use and highly adaptable to any business’s needs. Features: Feature Description Contact Automation Bring together all your contacts into your CRM automatically Pipeline Progression Identify pipeline risks early before they become a threat Rep Productivity Scale revenue-winning patterns across teams Pipeline Creation Get complete visibility into all prospect stages and understand which deals are expected to close Relationship Intelligence  Understand key stakeholders involved and get ideas of the fastest journey among stakeholders to close deals Salesforce ROI Plugs in the gaps in Salesforce CRM to bring together all the information to convert leads into ROI  Pricing: Nektar is priced flexibly, according to the needs and solutions required by various businesses. Nektar also provides a free, no-obligation, data-protected CRM scan to identify areas where revenue is being lost in the sales process.  2. Clari  Clari is a revenue platform that provides sales teams with real-time visibility into their pipeline and helps them close deals faster. It uses AI to identify deals at risk, provide accurate forecasting, and recommend next steps for each deal. Features: Feature Description Automatic Data Capture Quality data from emails, calendars, calls, and more are automatically captured Rep Productivity Easier inspection of accounts and opportunities for more efficient action to be taken Sales Alignment Easily share plans, align business objectives, and manage stakeholders Sales Copiloting Clari’s revenue conversation intelligence can join every sales call live and ensure reps respond optimally in every revenue-critical moment Forecasting and Pipeline Management Obtain a full and tailored view of your company’s performance  Sales Analytics Get accurate information regarding the entire revenue team, with both analytics and visuals Pricing: Clari offers three bundles with different functions and features, and upgrading to a bundle with higher functionality is possible. To obtain specific pricing details for Clari’s bundles, do reach out to the software provider for a quote.  3. People.ai People.ai is a revenue operations platform that uses AI to automate sales activities and provide insights into sales performance. It can automatically capture sales data from emails, meetings, and calls, and provide insights into customer engagement and pipeline performance.  People.ai’s advanced analytics and reporting capabilities make it a powerful tool for optimizing sales performance. Features: Feature Description Automatic Data Capture GTM activities are automatically captured and logged into the CRM to the right accounts and opportunities Engagement Dashboards Easy-to-use, interactive dashboards and data tables you can surface data on your accounts, opportunities, or GTM team Rep Productivity Plan revenue-winning actions based on captured information  Pricing: People.ai starts at $50/month per user. Contact the software provider for more pricing information.  4. Sales Director.ai  SalesDirector.ai is a revenue operations platform that provides sales teams with real-time coaching and insights. It uses AI to analyze sales calls and provide recommendations for improving sales performance.  SalesDirector.ai’s coaching tools and personalized insights make it a valuable tool for improving sales performance and increasing revenue growth. Features: Feature Description Auto Activity Capture Capture all email and calendar interactions between sellers and buyers automatically Sales Insights in CRM  Improve rep productivity using analysed data to plan revenue-winning actions Account Health and Insights Real-time information regarding accounts and stakeholders Customer Sales Metrics & KPIs Obtain rep activity to drive sales productivity Pricing: SalesDirector.ai starts at $29/month per user for their ‘Activity Capture’

RevOps Starter Guide – Building a Successful RevOps Roadmap Consider a soccer game. We know the key parts of a team are the players and the coach. If we’re to draw a comparison, “sales” is the striker, while “RevOps” is the coach that analyzes, strategizes, and develops the game plan to win more games.  In the real world, RevOps helps your organization run an interconnected business. It streamlines the end-to-end revenue process and GTM functions. It, consequently, breaks down operational silos and improves efficiency and predictability.  Businesses today are better understanding what RevOps is. And companies that have a RevOps function report 69% higher revenue growth and 59% improved win rates. It’s unsurprising, then, that 75% of the highest growth companies in the world plan to deploy a RevOps model by 2025. With data’s growing significance and an increasingly complex tech stack, organizations are relying on RevOps to maximize revenue generation by strategically removing sales roadblocks. And align the entire organization towards a single goal – revenue generation. That’s where a RevOps roadmap comes in.  Source If you don’t know how a RevOps roadmap helps, let the expert rein you in. We spoke to Briana Yarborough on The Revenue Lounge podcast to find out what is a RevOps framework and how businesses can create one. Briana is a seasoned RevOps leader and co-founder of a RevOps solution in development. She serves as an advisor and executive leader for several high-growth startups. She’s also an active thought leader of RevOps in multiple communities and was most recently recognized as one of the Top 25 trailblazers in the space. Look at the full discussion below and keep reading to know more about building a revenue operations roadmap. What is a RevOps Roadmap? A RevOps roadmap, in its simplest form, is a strategic visualization of your team’s upcoming projects. For leaders, it’s a goal-oriented tool communicating the clear scope of activities and outlining how these activities tie back to revenue. It enables managers to align the team and focus on activities that maximize the value of converting prospects to buyers.  For reps, it is a source of truth to highlight “what” work is being done and “why.” A RevOps roadmap can be followed seamlessly when everyone on the team understands it. Therefore, it’s important to get these 5 attributes right when creating an effective roadmap: Strategic: Focus areas and strategies Simple: Short, crisp, and visual Goal-oriented: Key deliverables and activities Easy to communicate: No jargon, straightforward Collaborative: Cross-functional cooperation  5 Attributes of an Effective RevOps Roadmap A RevOps Roadmap Clears The Path To Revenue Success Adding a strategic layer of RevOps to your Go-to-market functions connects all activities which otherwise exist separately in a vacuum. Here are some key reasons why you need a RevOps framework: 1. Prioritization One of the primary benefits of having a RevOps roadmap is giving teams the necessary visibility. They can prioritize high-impact projects and focus on those that positively affect revenue. Teams can avoid off-plan requests that distract them from hitting predictable targets. Additionally, it doesn’t let your weekly meetings run in divergent directions based on unhinged queries from Sales or Marketing teams. 2. Alignment  A GTM alignment is possible when teams improve buying experience by breaking down cross-functional silos. Through sales and marketing alignment, the RevOps roadmap serves as a single source of truth to unify people, processes, and platforms. This alignment drives full-funnel accountability and helps you grasp inconsistencies and develop a baseline for improvement. 3. Understanding A roadmap helps you dive deeply into the “why” behind revenue generation activities, including business goals and supporting resources. It provides clear definitions for and sets up the priority of each project, timeline, and initiative to measure progress effectively. Simultaneously, a RevOps roadmap restricts confusion among different departments. Also, a roadmap empowers leaders to develop a vision for the business and ensure a solid system is in place to make this reality. Now that you know what a RevOps roadmap is, are you inspired to build one for your business yet? Let us help. Creating a Successful RevOps Roadmap You can strategically and tactically achieve the roadmap to a successful RevOps plan with several key steps and considerations in place. For beginners, it’s best to start with the 4 primary phases. But remember – a RevOps roadmap will differ for each organization based on its maturity stage and resources. For this blog, we’ll dive into a summarized version of a beginner’s RevOps framework. You can check out the ultimate in-depth guide here. Phase 1: Discover Research is pivotal in understanding the problems in relevant operational areas before solving them. The initial analysis, aka discovery, seeks to lay down the “state of play” before designing the roadmap. Discovery presents a comprehensive awareness of stakeholder expectations and gaps in the customer journey, starting with a thorough audit.  Use these questions to set the direction of your roadmap for stakeholders: Does each team clearly understand what they’re working on? How does the team determine the next best steps? Can each operational initiative be mapped back to a gap felt by customers? Is there a shared understanding of the company’s goals/values? It not only helps identify the problem but also the reasons for the problem and the missing link. Discovery gives you insights to narrate the stories behind the roadmap more effectively. You can also incorporate this information into ongoing and forthcoming projects. Interview relevant stakeholders such as the VP, managers, and executives in sales, marketing, and frontline operations. For this task, you can use surveys, one-on-one interactions, and team feedback. Here are some key questions for individual stakeholders: These questions will help you find the blind spots and leverage proven methods like Rumsfeldian Knowledge Matrix or 3VC. The Rumsfeldian Knowledge Matrix places gaps in four categories and maps what you know and don’t know. Rumsfeldian Knowledge Matrix Moving on to the 3VC analysis (Volume, Velocity, and Value), you can analyze the sales pipeline and identify the gaps adversely affecting revenue. Next, you can list down the existing processes across the organization. A process audit includes looking at your teams’ approach to,

Signifyd’s Journey of Moving from a Siloed GTM Structure to a RevOps Model Most fast-growing B2B companies come across silos as they scale. A RevOps model helps break this silos and align GTM teams towards common goals. But it’s easier said than done. Moving from a siloed GTM structure to a RevOps model requires great planning, focus and execution. In this article, we explore how a company successfully made this transition and how it has been worth it. Here’s a detailed breakdown of our conversation with Dan Jiao, Senior Director of RevOps at Signifyd.  Dan’s path to Signifyd has not been linear. Coming from a chemical engineering background, he worked his way through sales and sales ops in different organizations, gradually advocating for RevOps. His insights into breaking down silos put him at the forefront of change at Signifyd (an eCommerce fraud protection platform).  We discussed a live RevOps model Dan is responsible for implementing within the company. You can listen to the entire conversation here: Understanding GTM Operations Before we approach the deeper end of revenue operations, let’s get the basics right.  Since we’re focussing on GTM heavily, here’s how Gartner defines GTM: A plan to show how an organization can engage with customers to convince them to buy their product or service and gain a competitive edge. Gartner GTM involves streamlining multiple functions, including pricing, sales, communication channels, buying journey, new launches, updates, and product rebranding or introducing a new market.  As a strategy, it needs all hands on deck, i.e., all revenue-generating functions must work together using complex workflows to sync multiple ops.  Siloed GTM Ops Create Revenue Bottlenecks When teams need to be tight-knit, silos can create significant revenue bottlenecks. Here’s an example of what silos can do in a fast-scaling B2B company. Your organization is growing, and so is the team. The total number of people in GTM ops just touched 25. Simultaneously, customers love your product’s use cases.  If this winning streak continues, you may double your team size in the next year. Instead, as your teams grow, problems start cropping up.  It may begin with the MoM quota attainment taking a sharp nosedive. Alongside, sales and marketing clash over poor quality SQLs entering the pipeline. Customer churn rate increases as teams and new hires fail to keep up with the customer journey, creating friction in handoffs. Subsequently, rep productivity decreases, and attrition rates increase.  Breaking down silos isn’t simply a hypothetical situation. It’s a real problem that several growing organizations face as they shift focus to scaling.  It was also a problem that Signifyd wanted to solve at their company.  How Silos Manifest in GTM Ops Silos can manifest in any of the 4 GTM areas – tools, systems, processes and data.  1. Tools and Systems But as Dan points out, Today, every organization (big and small) has a relatively sizable tech stack to make GTM workflows actually work. This tech stack also supports growing teams.  Each tool in the stack has specific use cases like conversational intelligence, forecasting, analytics, or something else. But with a disintegrated tech stack, you could just be piling on tools with similar or the same functions for different teams.  That’s what Signifyd noticed in 2021 before Dan arrived at the company. They invested in several tools, coming off the back of a funding round. And while Signifyd still uses several of those tools to maintain a good tech stack, some tools have overlapping functions.  2. Data Data plays a significant role in building or breaking down silos. It’s at the very center of the GTM tech stack, keeping all teams in the loop about leads, customers, and revenue performance.  Data helps you dig into insights and make critical decisions.  But as businesses grow, so does the volume of data. Plus, as technology progresses, the amount of data generated keeps increasing.  That’s where silos in data can hamper even near-perfect GTM operations.  For 90% of organizations, data silos are a major challenge to growth.  Siloed data is stored in isolated tech stacks, wherein each team uses its own tools. Data is controlled by the team that owns it but is inaccessible to others. Siloed data takes away from what GTM is meant to be—a unification of efforts between revenue-generating functions.  Data silos are not good for business. They create confusion, misaligned goals, internal competition, isolated thinking, and stunted growth.  Make the Move to RevOps for Breaking Down Silos Dan pointed out the biggest pain point cropping up, courtesy of silos. Here are 5 more reasons why you should turn to RevOps for breaking down silos.  1. To Provide a Connected Customer Experience Over 54% of organizations still find it difficult to provide a connected customer experience across multiple channels. A streamlined experience increases customer engagement and pipeline visibility for you. 2. To Improve Cross-Functional Collaboration RevOps facilitates shared goals, processes, and a common language between all customer-facing teams. It helps in breaking down silos so each team understands the other’s goals, objectives, and responsibilities. This clarifies each team’s role and overall contribution to GTM. 3. To Stay On Top of Business Opportunities Using reliable data, RevOps creates clarity on pipeline visibility, upsells, and cross-sells. And with visibility comes deeper insights into business opportunities. Organizations that believe in clean data are 23 times more likely to acquire new customers, 6 times more likely to retain them, and 19 times more likely to be profitable. 4. To Make More Effective Forecasts Less than 25% of sales organizations have a sales forecasting accuracy of 75% or higher. RevOps can improve your forecasting effectiveness with shared information presenting a more complete picture. 5. To Simplify Work for Everyone Involved RevOps makes work easier for all teams and leaders involved in GTM by breaking down silos. It improves productivity and enables more streamlined workflows. Instead of spending time searching for information and going back and forth with each other, teams focus on aligning their individual goals with the business. Breaking Down Silos at Signifyd With RevOps Signifyd formally introduced its RevOps process in November 2022. However, a soft initiation was already underway since mid-2022. Before

Using Data Analytics to Improve Customer Experience: A RevOps Guide Customer experience holds a significant place at the center of the RevOps universe. Companies that excel at customer experience have been seen to achieve more than 2x of revenue growth. And for businesses, improving the customer experience has increased: Sales revenues by 2 to 7%  Profitability by 1 to 2% Shareholder return by 7 to 10% There’s no avoiding it. A laser-like focus on customer experience is critical for sustainable and long-term growth. It can give you the impetus to outperform competitors and craft a compelling growth story for employees and investors.  But inconsistent and unreliable data can clog the revenue wheel, stopping revenue-generating teams from responding effectively to customer needs.  So how can you use data analytics to improve customer experience? Our conversation with Mollie Bodensteiner, Global RevOps leader at Deel, throws some light on the topic.  Tune in to the full podcast episode here.  Link Between Data Analytics and Customer Experience RevOps can help spot and solve the data problem using data analytics to improve customer experience.  Mainly, it smooths out context, so you can: 1. Determine the right strategies to drive ROI Successful experience-led growth strategies increase customer satisfaction by at least 20% and offer significant financial benefits for businesses. In particular, they improve: Cross-sell rates by 15 to 25% Companies’ share of wallet by 5 to 10%  Improve customer satisfaction and engagement by 20 to 30 dollars With data analytics, you can action your data to refine the buying journey, determine how to generate revenue and delight customers simultaneously.  You can better understand your customers’ emotive elements through tangible information and build marketing and sales strategies to solve the pain points.  Plus, you can use data analytics to improve customer experience by mining dark data. On average, 52% of a company’s data could be dark. Dark data is captured in your systems but not leveraged for insights. It could contain hidden customer profiles, behavior patterns, past buyer champions, and lost customer relationships.  To sum it up, strategic alignment supports data analytics to improve customer experience.  2. Do more with less The slowdown in growth has pushed companies to chase value. And in doing so, companies are still figuring out how to “do more with less.”  How do you define what is “less” and determine the business trade-off?  RevOps uses data analytics to improve customer experience by gathering insights into processes for reps and stakeholders. It tries to understand: How to make these revenue-generating workflows more effective, and How to help marketing, sales, and customer success be more productive than before Data analytics gives RevOps the much-needed information to identify shortcomings, prioritize improvement of limited resources and generate more revenue.  3. Use the right message at the right time Data analytics gives you the information to dig into the customer’s journey and deliver the right message to the right customers at the right time.  It enables you to live up to (and even surpass) customer expectations by giving them what they want without the customer asking for it.  You also get to put yourself in the buyer’s shoes and manage both good and bad interactions to produce the next best action.  And while the next best action may not always generate revenue, it must meet the customer’s needs and keep them happy. How Revops Facilitates Data Analytics to Improve Customer Experience  RevOps primarily aims to connect teams to drive predictable revenue and boost growth.  When it comes to data analytics, RevOps leverages it in three ways to align teams: Customer data (demographic and account data) Functional data (operational data and metrics) Financial data (link back to value) Here are 6 ways RevOps facilitates data analytics to improve customer experience throughout their journey, not just at the point of sale. 1. Get complete pipeline visibility Revenue leaders are focusing on driving value, efficiency, and compelling growth in the current business environment (which is undergoing a slowdown).  Reaching this goal requires undisputed access to clean, accurate, and reliable customer data. This data, particularly first-party data that’s reliable, provides powerful insights.  In reality, however, companies are drawing insights from stale, incorrect, or incomplete data. The result—missing out on critical revenue opportunities to create exceptional customer experience.  That’s where RevOps plays a crucial role in identifying gaps and building systems to capture customer data in a bulletproof way. It provides a 360-degree view of customer engagement that lets you better define and execute customer experience priorities.  Another benefit is you can identify the champions so you can engage with them to see the deal through. Also, you can prioritize accounts that aren’t adequately multithreaded.  RevOps uses data analytics to improve customer experience by maintaining a healthy pipeline and eliminating bottlenecks.  You can ensure data is well managed with a unified view across the business as RevOps connects your tech stacks and aligns your systems. 2. Personalize the customer journey RevOps uses data analytics to identify patterns and trends in customer behavior to foster a customer-centric approach.  Teams leverage analytics to personalize the customer experience by periodically modifying the ICP to achieve the right audience. By constantly evaluating the ICP, you segment your audience, understand each segment’s pain points and improve personalization.  Data analytics also provide revenue operations teams with a better understanding of the following: Who do you sell to How do you sell to them How does the buyer make a decision And, how does your solution fit their needs Not only that, but teams can also determine the role of each stakeholder in the buying committee and share personalized content (that’s relevant and valuable). You can isolate specific pain points for each stakeholder and solve them.  For example, if you’ve missed adding stakeholder contact data as they get added to the process during the deal, you may be engaging with the wrong champion entirely.  With data analytics, RevOps optimizes the sales playbook by blending relationship intelligence with buyer engagement.  It looks for patterns in buyer-seller interactions across segments, territories, and verticals so you can personalize the journey for them.  Simultaneously, you can build use

How To Analyze Sales Data Across the Pipeline: A Comprehensive Guide Meeting sales targets and productivity goals has sales reps in a bind. To make the job easier, one of the first few tasks you may have undertaken is deploying technology. However, adding tools to the mix may not be the solution. As more and more sales tools come into play, you increasingly rely on digital systems and an increasing amount of data. You need actionable insights and predictive signals extracted from large amounts of data. This drives more value from analytics in real-time. It’s done using signals that suggest the next best action to move deals forward. It can seem intimidating to find these insights without first understanding how to analyze sales data. In this guide, we take a deep dive into how to analyze sales data and use it to maximize growth. What Is Sales Data? Before we move on to analyzing sales data, let’s get a clear understanding of the sales data definition. Sales data is the information gathered by tracking your sales activities, from customer touchpoints to engagements. Different types of sales data include: What Is Sales Data Analysis? Sales analysis evaluates the sales data and revenue generated over a specific period. It leverages technology and processes to analyze sales data and extract insights. You can improve rep performance in the short and long term by analyzing sales data. Plus, you can identify, model and predict sales trends or outcomes. Sales analysis is categorized into four types: 1. Descriptive A descriptive sales analysis shows you what happened in the past or what’s happening in the present. It tracks historical data and compares it to current performance. 2. Diagnostic Diagnostic analyses aim to find out the “why” behind sales performance data. It also tries to understand what actions caused a particular situation to occur. 3. Prescriptive Prescriptive sales analysis determines how to solve a specific problem to improve performance. It first assesses the data and prescribes (or suggests) the next best action. 4. Predictive As the name suggests, predictive sales analysis learns from past and current performance to gauge patterns. It then makes educated predictions of what will happen in the future. This gives you insights into building forecasts and setting optimum sales goals. Why is it Important to Analyze Sales Data? 97% of sellers say that sales intelligence tools are “very important” or “important.” But why is it so important for you to analyze sales performance? We found 8 reasons why: 1. To optimize future performance Analyzing sales data equips you with the insights to build better revenue strategies. Using actionable insights, you can improve future performance. Moreover, you can identify the actual sales figures to build accurate and reliable forecasts. As a bonus, your reps avoid chasing prospects with low intent. 2. To make informed decisions As leaders, you make better decisions when you have information you can act upon. That’s what analyzing sales data does for you. It shows you the areas of improvement. Not only that, it also helps you figure out which channels work best, which ones you can double down on and what locations or industries you should serve. Say you’re focusing on LinkedIn, but most of your leads come from email marketing. Using sales analysis, you can prioritize successful channels. 3. To understand the market The reports from sales analytics give specific insights into demand for your product(s). If there’s an increase or decline, you’ll know it. But that’s not all. Analytics also helps you round up the possibilities for demand changes. For instance, a decline could mean that your competitor offers a better product or better features. With market insights, you can determine when it’s time to find a new target market, improve your features or add more. You also get an assessment of market prices and the value of your product(s). 4. To drive better use cases Customers may use your tool for specific needs, or there may be features they prefer. Insights from analyzing sales data can drive better use cases for other buyers. When customers get a unique perspective and solution for their problem, they’re more likely to stick around. 5. To personalize the sales process Analytics evaluates your Historical sales data Patterns in closed-won and closed-loss deals Buyer needs Industry data It gives you a distinct peek into the buyer committee, defining individual stakeholder roles. Which means you get to personalize interactions suited to their needs. Buyers will more likely consider your business if reps engage in research. What buyers are looking for in sales interactions (Source: LinkedIn, 2022) 6. To drive productivity Find out which sales motions lead to more wins using analytics. Following this, you can double down on these motions and replicate them for all reps. Plus, you get rich insights and data-driven feedback for qualitative coaching. With these workflows in place, reps can focus on what matters most – personalized selling and winning more deals. 7. To improve cash flow Sales is one of the primary sources of cash flow. Analyzing it gives you a better understanding of your current cash position. You can take steps to refine your sales process in a way that benefits cash flow and your business. 8. To get on the growth track Change the path of your business by getting on the growth track with sales analytics. Use it to improve sales processes and, subsequently, revenue. With an improved cash flow, win rate, retention rate, productivity and forecasts, sales analytics can back you up for funding opportunities. The better the health of your business, the better your chances for acquiring investment. How To Analyze Sales Data? The following steps show how you can analyze sales data systematically. Step 1: Identify the sales data to collect You can identify what sales data points to collect using metrics. Below are some key metrics to watch out for: 1. Sales revenue It shows the total revenue you’ve earned from sales over a specific period. Use sales revenue to determine if you’re in a healthy growth situation, if you’ve hit business goals or if you’re setting

Top 5 Salesforce Communities to Join Success in the world of Salesforce development hinges on more than just mastering the platform’s tools and techniques.  It also depends on being part of a thriving community that fosters knowledge-sharing, problem-solving, and collaboration.  This article looks at Salesforce communities, shedding light on the essential forums and networks that have become invaluable resources for developers.  These platforms offer unparalleled support and insights to help you excel in the Salesforce ecosystem. So, let’s uncover the best communities you can consider joining. Advantages of Joining Salesforce Communities Salesforce developers and users operate within a dynamic ecosystem that is constantly evolving. In this environment, effective communication, support, and collaboration are critical. Salesforce forums and communities are an ideal and thriving place where developers can build their skills and troubleshoot challenges.  Here are some reasons why these digital spaces are indispensable for Salesforce developers. 1. Knowledge sharing Salesforce is renowned for its versatility, with many features and functionalities. Navigating this complexity can be daunting, especially for those new to the platform. Forums and communities offer developers a platform to share their experiences and best practices. Tapping into the community’s collective knowledge can help developers accelerate their learning curve. 2. Troubleshooting support Encountering issues and bugs is par for the course in software development. Salesforce developers can often experience unique challenges that require precise solutions. Forums provide a venue where developers can seek assistance from peers who may have faced similar issues. The collective problem-solving power of the community can help troubleshoot problems efficiently. 3. Networking opportunities Building a professional network is critical across fields, and Salesforce is no exception. Forums and communities allow developers to connect with like-minded individuals and potential mentors. These connections can lead to valuable insights, job opportunities, and partnerships to further one’s career in Salesforce development. 4. Staying informed The Salesforce platform undergoes regular updates and enhancements. Staying informed about these changes helps developers ensure their solutions remain up-to-date and compliant with best practices. Communities are hubs for sharing news and release notes, which help developers stay on the cutting edge of Salesforce technology. Five Best Salesforce Communities to Join Here are five options you can explore if you are looking to join a Salesforce community. 1. Wizard of Ops Wizard of Ops is a popular Salesforce community that beckons developers with its rapidly expanding membership base. It caters exclusively to operators, leaders, and Salesforce administrators. With over 3,700 active members, WizOps is a thriving hub for those deeply involved in crafting systems and integrations within the Salesforce ecosystem.  Members gain access to private online networking opportunities, workshops and webinars, and peer reviews. Most notably, WizOps offers all these benefits entirely free of charge. As a testament to its commitment to fostering knowledge sharing and collaboration, WizOps is an indispensable resource for professionals seeking to excel in their Salesforce endeavors. Sign up link 2. ISV Slack Community The ISV Slack Community is a tailored Salesforce community thoughtfully created by and for individuals engaged in go-to-market functions at Salesforce ISVs (Independent Software Vendors). They work with the shared goal of collective improvement. Within this community, participants include everyone from sales leadership, alliances, founders, and demand generation professionals.  Here, open and candid discussions thrive, where members exchange insights on what works and what doesn’t. To maintain a harmonious and collaborative atmosphere, access is exclusively for those who do not hold employment with Salesforce, ensuring a comfortable space for all. Sign up link 3. Trailblazer Community The Trailblazer Community is an inclusive Salesforce community that extends an invitation to developers and professionals from across the globe. As a member, you have the opportunity to cultivate and refine your skills, all while forging meaningful connections with fellow Trailblazers.  The vibrant community is a haven for those who seek to learn, grow, and collaborate, with millions of members actively blazing trails within the Salesforce ecosystem. Beyond professional development, the Trailblazer Community promises an enriching journey filled with valuable experiences and the chance to give back to the community. Sign up link 4. Salesforce Stack Exchange Salesforce Stack Exchange is a valuable resource within the Salesforce community. It offers a dedicated platform for Salesforce administrators, implementation experts, developers, and individuals from various roles. This question-and-answer site provides an efficient and user-friendly environment for knowledge-sharing and problem-solving within the Salesforce ecosystem.  With a seamless signup process that takes only a minute, Salesforce Stack Exchange encourages active participation. It enables members to seek and provide assistance promptly. Grappling with a complex development issue or simply seeking insights? This community offers a collaborative space where individuals of diverse expertise can find solutions to their Salesforce-related queries. Sign up link 5. Forcetalks Forcetalks, a thriving Salesforce community, is another leading option for developers and enthusiasts. Much more than just a platform, it is a living encyclopedia catering to the needs of Salesforce users globally. Forcetalks offers a wealth of content across comprehensive Salesforce topics for everyone from an aspiring developer to a seasoned professional. Within this dynamic community, you gain access to the latest Salesforce updates, tech blogs, explanatory articles, tutorial videos, and insightful statistical infographics. With Forcetalks, knowledge seekers can conveniently find all they need in one centralized location for better understanding and proficiency in Salesforce. Sign up link FAQs What are communities in Salesforce? Communities in Salesforce are digital spaces facilitating collaboration and information sharing among developers. These communities are created using Salesforce Community Cloud and remain customizable. They provide a way to connect and collaborate with specific user groups. There are features like discussion boards, knowledge sharing, and access to data. What are good examples of Salesforce communities? There are several notable examples of Salesforce communities across use cases. Some prominent names include Wizard of Ops, ISV Slack Community, and Trailblazer Community. What is the best Salesforce forum? Identifying the best Salesforce forum can depend on your preferences. There are several community platforms like Wizard of Ops and the Trailblazer Community. These are excellent resources for connecting with various Salesforce experts and professionals.  Bottomline

Sales Pipeline Coverage Ratio: A Guide In sales, every move counts, and every lead is a potential gem. To zero in on the correct opportunities, the sales team needs a guide. Sales Pipeline coverage ratio can be that guiding light. In the age of sales analytics, understanding and mastering this powerful metric is like possessing a map of the hidden treasures of successful sales. The sales pipeline coverage ratio serves as a safeguarding model used by sales managers to gauge the company’s health and ensure that revenue objectives are achieved. Let’s go through the sales pipeline coverage in detail. Let’s understand what it is. How does it affect the sales quota of personnel? What is the ideal pipeline-to-quota ratio? And what are some of the best practices and challenges of Sales Pipeline Coverage Ratio?  What is Sales Pipeline Coverage Ratio? Sales pipeline coverage ratio is a measure of how well a sales team is converting leads into sales. It is calculated by dividing the number of sales made in a given period by the number of leads in the pipeline.  A high sales pipeline coverage ratio indicates that a sales team is converting leads into sales at a high rate. In contrast, a low sales pipeline coverage ratio indicates that a sales team is struggling to convert leads into sales. A number of factors can affect a sales pipeline coverage ratio, such as the quality of the leads, the sales process, and the sales team’s experience. However, it is important to calculate the sales pipeline coverage ratio to get the actual picture of your pipeline.  The ratio provides a clear snapshot of your sales pipeline’s health and effectiveness. It offers insights into the quantity and quality of opportunities at various stages, enabling you to make informed decisions. How to Calculate Your Sales Pipeline Coverage Ratio? The Sales Pipeline Coverage Ratio can be calculated with this formula: You can understand it like this: When the average time for a sale to be finalized is 90 days, and the success rate of closing deals stands at 25%, the ratio between the pipeline and the sales quota becomes 4:1. This ratio signifies that to achieve the sales quota for a quarter, the total value of opportunities present in the pipeline should be four times the projected sales amount for that quarter. Although certain teams continue to employ this formula for determining pipeline coverage, a growing number now utilize advanced sales software to derive a more accurate ratio. Contemporary sales execution platforms, for instance, swiftly collect sales analytics from every stage of the sales journey and procedure, subsequently computing pipeline coverage (along with other pertinent sales analytics metrics) automatically for a precision-driven and current evaluation. Defining the optimal pipeline coverage ratio tailored to your business is advisable, as this aids your team in honing their computations. To understand the appropriate level of coverage required, it’s crucial to possess a solid understanding of the target benchmark you should be reaching at any specific point in time. How Much Pipeline Coverage Should You Have? Many sales experts recommend aiming for a sales pipeline-to-sales quota ratio of 3x or 4x. The majority of these recommendations are grounded in practicality. Is there an alternative method to precisely determine your sales pipeline coverage ratio? Let’s explore an alternative perspective on pipeline coverage. The sales pipeline coverage ratio signifies the proportion between active pipelines and the number of sales quotas that must be fulfilled.  Given that not every potential sale will be successfully closed, it becomes imperative to have an adequate number of opportunities to achieve your sales targets. A coverage ratio of 1x wouldn’t suffice to meet your quota, as it would necessitate closing every single deal in your pipeline – an extremely challenging feat. Therefore, maintaining a pipeline-to-quota ratio of 3:1 or 4:1 is advisable as a general guideline. However, to get the optimal number for your pipeline-to-quota ratio, you should consider the following factors:  1. Historical data and sales cycle Examine your historical sales data to understand how long it takes for leads to move through your sales funnel and convert into customers. If your average sales cycle is longer, you might need a larger pipeline coverage to ensure a steady flow of deals. 2. Conversion rates Evaluate your conversion rates at each stage of the sales process. If you have a high conversion rate from leads to opportunities but a lower rate from opportunities to closed deals, you might need a more extensive pipeline to compensate for potential drop-offs. 3. Market and industry factors Consider the competitive landscape of your industry and market conditions. A higher pipeline coverage might provide a buffer against market fluctuations if your market is highly competitive and unpredictable. 4. Sales quotas and goals Your sales quotas and revenue targets play a significant role in determining pipeline coverage. If your quotas are ambitious, you’ll likely need a larger pipeline to accommodate the necessary volume of opportunities. 5. Risk tolerance Assess your company’s risk tolerance. If your business can’t afford a shortage of deals, you might lean towards a more conservative pipeline coverage to minimize the risk of missing targets. 6. Growth and expansion If your business is in a growth phase or planning to expand into new markets, a higher pipeline coverage can support these endeavors by providing a cushion for unfamiliar territories. 7. Seasonality and trends Consider any seasonality or cyclical trends that impact your industry. Adjust your pipeline coverage accordingly to accommodate fluctuations in demand. The right amount of sales pipeline coverage strikes a balance between ensuring a consistent flow of potential deals and managing resources efficiently. It’s a dynamic metric that might need adjustment over time as your business evolves, market conditions change, and new opportunities arise. How to Ensure a Healthy Sales Pipeline A healthy sales pipeline encompasses a mix of early-stage prospects, active negotiations, and imminent closures. A healthy pipeline is characterized by consistent lead generation, effective lead qualification, and proactive deal management. Here are a few ways