Playbook

Pipeline Physics

Engineering Revenue Certainty

91% of sales forecasts miss their target by more than 10%. The problem is not execution - it is architecture. This playbook provides the complete system for forecast accuracy: the frameworks, metrics, and protocols that make revenue predictable.

12 Chapters ~2.5 hours total
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Introduction

Intro The Revenue Uncertainty Tax Overview
Domain 1

Pipeline Quality

The foundation of predictability is pipeline integrity.

01 The Forecast Delusion 8 min 02 Qualification Debt 8 min
Domain 2

Pipeline Mechanics

How deals move, at what rate, and what signals indicate health or decay.

03 Stage Architecture 8 min 04 Conversion Physics 8 min 05 Velocity Mechanics 8 min 06 The Coverage Myth 8 min
Domain 3

Pipeline Operations

The infrastructure required to maintain predictability at scale.

07 Forecast Mechanics 8 min 08 Deal Forensics 8 min 09 The Inspection Cadence 8 min 10 Scaling Predictability 8 min

Reference

- Glossary All frameworks & terminology

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