A sales pipeline is used to describes an approach of selling. A sales pipeline is founded on the underlying principles of the sales process. It describes the individual steps that salespeople take from the first contact with a prospect (potential customer), to qualifying that prospect into a lead, and further validating that lead into a sales opportunity, followed by the different stages until the sale is closed.
All the sales opportunities that are arranged along each step of the sales process, is what is represented in the sales pipeline.
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