The Price of Pipeline: What Happened to the Pipeline You Already Paid For? (The Commercial Reality Series)
Kindle Edition or EPUB + Converted PDF نویسندگان: Marcus Cauchi, Gary Butters
جزئیات
فرمت: Kindle Edition or EPUB + Converted PDF ناشر: Laughs Last Ltd تاریخ انتشار نسخه الکترونیکی : October 14, 2026
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لینک: https://www.amazon.com/dp/B0HN162V1Y
2,764,000 تومان
زمان تحویل: حداکثر 24 ساعت
توضیحات
Your pipeline can look healthy while the revenue underneath it is far less certain than anyone wants to admit. The meetings happened. The demo went well. The proposal is out. The champion sounds positive. The opportunity has advanced. Someone has put a percentage against it, and now the business is hiring, spending and planning against the number.The problem is that most of those signals tell you what the seller has done. They don't necessarily tell you what the customer has done, what still has to happen inside their organisation, or whether the revenue deserves the confidence now being placed in it.That's where pipeline gets expensive. Deals slip. Discounts appear late. Forecasts miss. Salespeople spend months working opportunities that were never as real as they looked. Finance plans against revenue that doesn't arrive. Delivery prepares for customers who never appear. Then somebody decides the answer is more pipeline.Before you pay for more, it is worth asking what happened to the pipeline you already bought.How much of the pipeline you have already paid for deserves the confidence you are placing in it?The Price of Pipeline shows how seller activity becomes mistaken for buyer commitment, how uncertainty gets lost as information travels through a business, and how a reasonable-looking sales process can produce a number that becomes more certain every time it is repeated, even though the customer has done nothing new.It helps you look past stage, sentiment and seller confidence and ask a more useful question: what has the customer actually done that justifies believing this revenue will happen? You will see what should make confidence rise, what should make it fall, which opportunities deserve more time and resource, and when the evidence no longer justifies another month of pursuit.That matters well beyond the sales forecast. If the pipeline is wrong, the business may hire too early, spend too much, build capacity it does not need, intervene in the wrong deals or make promises to investors and boards on revenue that was never as secure as it appeared.The Price of Pipeline is for people who have to make those decisions. CROs, CEOs, founders, CFOs, sales leaders and investors all end up relying on commercial information that has already passed through several layers of interpretation. This book helps you work out what in that number deserves your confidence before you commit more money, people or time to it.Pipeline gets expensive when confidence travels further than the evidence.
2,764,000 تومان
زمان تحویل: حداکثر 24 ساعت