In this WISE panel, our panelists shared practical ways to take a proactive versus reactive approach to pipeline management and how to manage your pipeline so that it makes you a better seller.

Panelists:
Jessica Koenig (Senior Manager, Inside Sales, North America, Collibra)
Lalitha Thirunagari (Sr. Account Executive, 360Learning)
Cassie Yettru (General Manager @ WISE)

Event date: December 2, 2021

00:00 – Intro

05:06 – What’s important in pipeline management?

07:40 – What is pipeline management?

10:45 – Pipeline velocity

14:17 – Cadence for reviewing pipeline

17:32 – Proactive vs reactive

20:33 – Set reminders and value-based conversations

22:46 – Seller’s success = better management of pipeline

25:56 – What is pipeline cleanliness?

27:40 – Having a formal pipeline management

36:48 – Pipeline management for early-stage companies