On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary features Vishwanath Mallikarjunan, CRO at Esper. Today, Vish discusses what a pipeline is and how good pipeline quality means that the pipeline accurately captures all the key attributes of the sales process.

He digs into what pipeline means from both the sales and RevOps points of view, as well as the 3 levels of pipeline in the CRM. Ideally, these 3 levels can actually be compressed into 2 or even 1 level.

Catch the second edition of Hot Takes Live and enter to win a free ticket to SaaStock 20223 + $500 for travel expenses! Save your seat here: www.HotTakesLive.com.