Rethinking Your Revenue Pipeline
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Rethinking Your Revenue Pipeline
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About this listen
Most companies run two separate games: a hyper-instrumented acquisition pipeline and a chaotic, half-visible expansion pipeline. Kunal brings the PE/operator view on how to scientifically prioritize and track acquisition, while Dave brings the Go to Customer lens on pre-intent signals and expansion. The episode maps where both sides are failing - bad data, blind spots, and misaligned views of the buyer - and sets up the next episode: designing a unified pipeline dashboard for 2026.
Key takeaways:
- Account prioritization is science, not gut feel.
- Your CRM is lying to you if it only has 16% of the story.
- If you’re not on the “day-one list,” you’re already losing.
- Pre-intent is where the hidden pipeline lives.
- Expansion deserves the same rigor as acquisition.
- Most pipelines need a ruthless clean-up.
- The future: one unified revenue dashboard.
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