Episode 14: The Pipeline Velocity Problem
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Episode 14: The Pipeline Velocity Problem
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In this episode, James Denny tackles the Pipeline Velocity Problem: why smaller pipelines that move beat larger ones that don’t. He explains how to calculate pipeline velocity, why halving the sales cycle doubles revenue rate, and how to use the 30‑day forcing function to keep deals advancing. James also breaks down the stall map, showing where deals die and how to fix them, and shares seven practical takeaways for building faster, more disciplined pipelines.
Velocity beats volume. Speed beats size.
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