#84 How to Get Perfect Deal & Pipeline Visibility - with Janis and Philipp

In this episode of the RevOps Lab, co-hosts Janis and Philipp discuss the challenges and strategies for achieving deal and pipeline visibility. They identify four key areas for data improvement: activity data, conversation data, qualification/sales methodologies, and stage exit criteria. They emphasize the importance of capturing data without over-customizing CRM fields and suggest incentivizing data entry. The hosts then explore deal insights, highlighting the need for clear next steps, consistent activity levels, multi-threading, understanding prospect pain points, champion validation, and tracking days in stage. Finally, they delve into pipeline analytics, focusing on stage conversion rates, qualified opportunity creation, pipeline coverage, and sales cycle length, advocating for a balanced approach to strategic and tactical decision-making based on a solid data foundation.