The Pipeline Physics Playbook

Why most forecasts fail, and the system that fixes it.

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  • 12 chapters
  • ~2.5 hours

Start here.

  1. Revenue engine: how to choose what to fix next10 min

Pipeline Quality. Fix bad deals before they wreck the forecast.

  1. Chapter 1: Sales forecasting accuracy: did you call the right deals?10 min
  2. Chapter 2: Pipeline hygiene: which deals deserve your time?10 min

Pipeline Mechanics. How pipeline actually moves.

  1. Chapter 3: Exit criteria for sales stages: how deals earn the right to advance12 min
  2. Chapter 4: Win rate: what a low one is actually telling you10 min
  3. Chapter 5: Zombie deals: why your CRM is full of deals that never close10 min
  4. Chapter 6: 3x pipeline coverage: how much pipeline do you actually need?10 min

Pipeline Operations. Turn pipeline data into accurate forecasts.

  1. Chapter 7: How to run a sales forecast: commit, upside, best case12 min
  2. Chapter 8: Deals stuck in pipeline: find the next useful step11 min
  3. Chapter 9: Pipeline reviews that aren't a waste of time10 min
  4. Chapter 10: Revenue predictability: escaping feast or famine sales10 min

Appendix.

  1. Pipeline Physics GlossaryReference

If nobody owns the number yet, a fractional CRO can build this system with your team.