Rupert FallowsKPIT Cummins - Reading
20 December 2011 | 3762 views | 0 | Recommends 0
T H I R T E E N T R U T H S O F P I P E L I N E M A N A G E M E N T Truth #1: The first truth of pipeline management is, as you might expect, that a strong pipeline avoids the quarter end crunch. You need enough qualified opportunities at each stage. One of the important things about a pipeline is its shape. Imagine two funnel shapes, one ...