Is your pipeline full, but nothing seems to move? Do your forecasts feel more like wishful thinking than a reliable roadmap? In a recent session at Inbound 2025, Juan DeAngulo and Joshua Rodriguez of Inselligence offered a practical playbook for transforming a go-to-market motion from reactive to predictable.
They challenged attendees to stop relying on outdated reports and start making real-time coursecorrections. The presentation focused on how to build a holistic process thatprovides the visibility needed to navigate toward goals with confidence.
Key Insights to Build Your Revenue Engine
Uncover a clear, actionable framework designed to help you diagnose your pipeline, identify critical bottlenecks, and implement a sustainable process. Empower your team to embrace these strategies, ensuring consistent wins and predictable revenue growth.
- Process First, CRM Second: A CRM functions as a tool, rather than the strategy itself. Begin by mapping the complete customer journey. After identifying customer purchasing behavior, configure the CRM to support this process. This method helps create an integrated view of the sales pipeline.
- Move from Reporting to Navigation: Move beyond static dashboards that only show past performance. Adopt a process-first approach that provides a live cockpit of insights, enabling real-time course corrections. For example, if you see deals are stalling at the proposal stage, you can immediately investigate whether your pricing is too complex or if your team needs more training on value articulation. Use this dynamic feedback to identify exactly what is working, what is not, and which levers to pull for immediate and effective action.
- Identify Your Biggest Leak or Clog: Pinpoint your biggest pipeline issues — whether it's a lack of volume, slow deal velocity, or poor conversion rates — by analyzing four key KPI categories: Structural, Time-Related, Conversion, and Deal Size. Use these insights to effectively address and resolve the root causes, driving immediate and impactful change.
- The Power of Intelligent Segmentation: Achieve a holistic view of your revenue operations by implementing intelligent segmentation. Segment your pipeline to unlock deeper insights, enable more effective team coaching, and drive predictable outcomes across every segment of your business. For instance, by separating enterprise deals from mid-market leads, you can tailor your coaching to the specific sales cycles and decision-making processes of each group.
Ready to trade pipeline unpredictability for a clear path to your revenue goals? Dive into the process-driven strategies that will help you build a more efficient and reliable sales motion.
