Definition: A ‘weighted pipeline’ in sales and marketing is a fancy way of saying a pile of leads we’ve sort of talked to but haven’t closed yet, and we’ve arbitrarily assigned a number to each one to make it look like we’re making progress.’
The word “weighted” is used because each lead is given a score or weight based on factors such as their likelihood of converting, the size of the potential sale, and the level of engagement with the company. This weighting system is used to prioritize leads and determine which ones should receive the most attention from the sales team.
In many companies, a Head of Growth oversees how weighted pipeline metrics are used to improve forecasting and full-funnel performance.
Use It In a Sentence: I’m tired of hearing about the weighted pipeline, it’s just a way for the sales team to make their lack of progress seem more impressive.
Related Terms: Low-Hanging Fruit Definition, CRM Hygiene Definition, Pipe Stages Definition, SDRs Definition
Useful Posts: 10 Tips to Tighten Up Your Software Sales Pitch | When Does It Make Sense to Order a Sales Funnel Audit?, Paid Social Media Marketing Definition, Peer-to-Peer Marketing Definition
Courses:
- Top of Funnel: Paid Social Advertising
- Top of Funnel: Account-Based Marketing (ABM)
- Middle of Funnel: Website & Conversion Rate Optimization
- Bottom of Funnel: Relational/High-Dollar Closing
- Closing Rate Definition
Consulting from Sales Funnel Professor
If you want a more accurate and actionable pipeline view, our Head of Growth Services can help you build the forecasting and reporting systems your team needs.
