Sales Glossary > Pipeline


Pipeline (or sales pipeline) is the visual representation of the buyer’s journey from initial contact to close.

It allows you to see all of your potential buyers at a glance, including their status and where they are in your sales process. It also helps you make your outcomes more predictable, based on the number of prospects, leads, and opportunities in your pipeline and the average speed of your sales cycle.

Related terms:

  • Sales pipeline management is the practice of keeping track of every potential buyer at each stage of the sales cycle.
  • Pipeline value is the potential cost of the deals in your pipeline (assuming all of them will eventually close).
  • A weighted sales pipeline is a sales forecasting method used to predict the value of deals at each stage of the sales process, considering their probability to close.