Ah, the B2B sales pipeline. That mish-mash of possibilities that can surprise, delight, or infuriate at a moment's notice.

Is there really any way to predict the true likelihood of a sale by crunching pipeline data? Thomas Barrieau says yes—if you know what to look for.

Writing at the Sales Operations blog, Barrieau suggests five key metrics to focus on to clarify the data in the sales pipeline and boost forecast accuracy:

 

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