Revenue and sales
The pipeline is the set of open deals, each with an expected value and a stage.
It answers one question: how much could we sell if the deals now in play went the way they appear to be going. Enrico Giubertoni keeps it apart from the two numbers it gets confused with: the budget says how much we would like to sell, the pipeline how much we could, the forecast how much we will.
An example
A sales director takes a two million pipeline to the board and presents it as a forecast. Inside sit deals untouched for nine months whose stage was never updated: the forecast is already tilted toward optimism, and the board commits its spending on the back of it.
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