Pipeline

Definition. The total view of in-progress deals for a rep or team, with stages, expected value, timing, and likelihood to close. Distinct from the funnel: a single path from demand → nurture → sales.

@misc{shalvi_gtm_pipeline,
  author = {Singh, Shalvi},
  title  = {Pipeline — GTM World Model Glossary},
  year   = {2026},
  url     = {https://shalvisingh.com/gtm/glossary/pipeline}
}