RV 111 - Pipeline Inflation Explained (w/real data)

GTM Live

Chris Walker hosts weekly Private Coaching Events for Vault Subscribers, which opens with covering important and timely industry observations.

First, he highlights the abundance of information available in the digital age and the need for individuals to discern between opinions and data-driven insights. He draws a parallel to the medical field's transition to evidence-based medicine in the 1940s and suggests that the go-to-market space should also prioritize science and data over personal experiences and opinions.

Next, Chris shares a real-life example of a company's misalignment between their perceived pipeline and the actual pipeline based on historical win rates. By analyzing the data, he reveals that the company inflated their pipeline by almost $90 million, leading to inaccurate forecasting and missed targets. He emphasizes the importance of defining pipeline based on objective performance criteria to improve sales and marketing alignment.

Finally, he introduces his company's approach of using science and data to help companies make informed go-to-market decisions. He believes that breakthroughs can be achieved by analyzing large datasets and applying scientific principles to create confidence and clarity in future strategies.

Key Takeaways:

-Information has become a commodity, and individuals must discern between opinions and data-driven insights.

-Companies often inflate their pipeline by not accurately defining qualified pipeline based on historical win rates.

-Science and data should drive go-to-market decisions to improve alignment and achieve breakthroughs.