Pipeline Coverage
topic on 1 show · 4 statements across 3 episodes
4 statements about Pipeline Coverage, every show
Dorfman: Pipeline coverage requirements rose from 1.5x to 2.5x post-ZIRP
“I would say the pipeline coverage you need, we used to need about 1.5 X. Now it's closer to two, 2.5.”
Kellogg: Consulted for a startup that missed targets despite 100x pipeline coverage
“I literally did a consulting gig with a company that had 100 X pipeline coverage. Can you imagine? So their pipeline was a hundred times bigger, and they still missed their numbers. So, so think about that. And the answer is they don't have what I call pipelin…”
Kellogg: CEOs should only hold teams accountable for pipeline coverage and sales
“I think the number one mistake I've seen founders make is they hold people's feet to the fire on all those cells, and I think that's wrong. I think it's demotivating. I think it doesn't reflect an understanding of the fact that the model deviates from reality.…”
Kellogg: CMOs should quarterback overall pipeline coverage across all sources
“Now to me, the best practice here is that marketing should be the quarterback of the pipeline, because if you think about those four funnels, the only person they all report to is the CEO. So either you're going to be the quarterback of the pipeline, or you're…”