{"id":8536,"date":"2022-02-19T05:01:45","date_gmt":"2022-02-19T05:01:45","guid":{"rendered":"https:\/\/bamboobox.ai\/dev\/https-bamboobox-ai-blog-how-to-build-a-qualified-sales-pipeline\/"},"modified":"2026-02-10T11:50:17","modified_gmt":"2026-02-10T11:50:17","slug":"how-to-build-a-qualified-sales-pipeline","status":"publish","type":"post","link":"https:\/\/bamboobox.ai\/dev\/how-to-build-a-qualified-sales-pipeline\/","title":{"rendered":"How to Build a Qualified Sales Pipeline"},"content":{"rendered":"\r\n\r\n\r\n

Pipeline, or sales pipeline to be precise, is a term that sales and marketing teams use all the time. So, what\u2019s a pipeline? A pipeline means the volume of qualified opportunities that an organization has identified. If a pipeline by itself means a list of qualified opportunities, why are we even talking about building a QUALIFIED sales pipeline?<\/p>\r\n

\"Qualified-pipeline\"<\/p>\r\n\r\n\r\n\r\n

Most marketing teams are focused on generating pipeline rather than creating qualified opportunities. So, even though B2B marketing teams contribute close to 80% of the pipeline at an average, its contribution to revenue is merely around 20%. Lost deals aren\u2019t the biggest issue here for B2B companies. The alarming increase in deal dormancy rate across industries in the last decade is the bigger issue that needs to be addressed. Opportunities in the pipeline resulting in no-decision indicates the lack of data-driven TOFU and MOFU processes.<\/p>\r\n\r\n\r\n

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\"Qualified<\/figure>\r\n<\/div>\r\n\r\n\r\n

This is why revenue teams need to start calling it a QUALIFIED pipeline. Not just to remind everyone in the team what it was meant to be in the first place. But also to bring about more structure in the process of qualifying opportunities.<\/p>\r\n\r\n\r\n\r\n

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