I am not going to take the credit for coming up with the title of this blog. Bob Apollo , who I have great respect for, used this term in a really great piece of content about Proactive Pipeline Management. The points raised by Bob regarding the state of sales pipelines which I would like to expand upon I believe will resonate with Sales and Marketing leaders within technology companies.
It's an uncomfortable fact that sometimes when you take off the rose tinted glasses, you discover your pipeline may not look that great.
In this blog we look at what we mean by "flabby" and what can be done about it.