Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Why Your Sales Pipeline Feels Full But Revenue Is Flat
Sales leaders often mistake activity for progress, filling pipelines with low-intent leads while actual revenue stalls. This episode dissects the 'phantom pipeline' problem using data from a mid-market SaaS company that saw forty percent of its qualified opportunities stall at the evaluation stage. Lucas and Luna explore how to distinguish between genuine buying signals and polite procrastination, introducing the concept of 'momentum scoring' to prioritize deals that show behavioral intent rather than just demographic fit. We examine specific metrics like decision-maker…
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