{"id":278,"date":"2026-11-10T04:43:54","date_gmt":"2026-11-10T03:43:54","guid":{"rendered":"https:\/\/www.innovandia.com\/what-is-a-sales-pipeline\/"},"modified":"2026-11-10T05:37:11","modified_gmt":"2026-11-10T04:37:11","slug":"what-is-a-sales-pipeline","status":"publish","type":"post","link":"https:\/\/www.innovandia.com\/en\/what-is-a-sales-pipeline\/","title":{"rendered":"What is a sales pipeline and how to build and maintain one"},"content":{"rendered":"<section class=\"wp-block-group inv-fosc inv-cap-pagina is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-group inv-contenidor is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-group inv-molla is-layout-flow wp-block-group-is-layout-flow\"><nav aria-label=\"breadcrumbs\" class=\"rank-math-breadcrumb\"><p><span class=\"last\">Home<\/span><\/p><\/nav>\n<\/div><p class=\"inv-antetitol wp-block-paragraph\"><a href=\"\/en\/blog\/sales\/\">Sales<\/a><\/p><h1 class=\"inv-h1 wp-block-heading\">What is a sales pipeline and how to build and maintain one<\/h1><p class=\"inv-actualitzat wp-block-paragraph\">10 November 2026 \u00b7 4 min read<\/p><\/div><\/section><section class=\"wp-block-group inv-seccio is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-group inv-contenidor is-layout-flow wp-block-group-is-layout-flow\"><div class=\"wp-block-group inv-article is-layout-flow wp-block-group-is-layout-flow\"><p class=\"inv-intro wp-block-paragraph\">A sales pipeline is the list of open opportunities sorted by stage. It tells you what can close, when, and what needs doing today.<\/p><h2 class=\"wp-block-heading\">The stages<\/h2><p class=\"wp-block-paragraph\">In B2B sales, five stages are enough to start with. Each one needs a clear criterion for moving to the next.<\/p><figure class=\"wp-block-image size-full inv-fig\"><img loading=\"lazy\" decoding=\"async\" width=\"1800\" height=\"1200\" src=\"https:\/\/www.innovandia.com\/wp-content\/uploads\/2026\/11\/art-pipeline-en.webp\" alt=\"Diagram of the five pipeline stages: contact, qualified, proposal, negotiation and closed\" class=\"wp-image-127\" srcset=\"https:\/\/www.innovandia.com\/wp-content\/uploads\/2026\/11\/art-pipeline-en.webp 1800w, https:\/\/www.innovandia.com\/wp-content\/uploads\/2026\/11\/art-pipeline-en-300x200.webp 300w, https:\/\/www.innovandia.com\/wp-content\/uploads\/2026\/11\/art-pipeline-en-1024x683.webp 1024w, https:\/\/www.innovandia.com\/wp-content\/uploads\/2026\/11\/art-pipeline-en-768x512.webp 768w, https:\/\/www.innovandia.com\/wp-content\/uploads\/2026\/11\/art-pipeline-en-1536x1024.webp 1536w\" sizes=\"auto, (max-width: 1800px) 100vw, 1800px\" \/><figcaption class=\"wp-element-caption\">Five stages, each with a clear criterion to move forward.<\/figcaption><\/figure><ul class=\"wp-block-list\"><li><strong>Contact:<\/strong> we know who they are and what interests them.<\/li><li><strong>Qualified:<\/strong> they have a need, a budget and a decision-maker.<\/li><li><strong>Proposal:<\/strong> they have received a quote.<\/li><li><strong>Negotiation:<\/strong> we fine-tune the terms.<\/li><li><strong>Closed:<\/strong> won or lost, and why.<\/li><\/ul><h2 class=\"wp-block-heading\">The minimum data<\/h2><p class=\"wp-block-paragraph\">For each opportunity: approximate value, expected close date, next action and who owns it. With no next action, the opportunity has stalled.<\/p><h2 class=\"wp-block-heading\">The weekly routine<\/h2><ol class=\"wp-block-list\"><li>Close opportunities that haven't moved in over a month.<\/li><li>Review the close dates.<\/li><li>Give every open opportunity a next action.<\/li><\/ol><p class=\"inv-destacat wp-block-paragraph\"><strong>From theory to tool.<\/strong> Syncloo prioritises contacts and prepares each action from the data you already have. <a href=\"\/en\/products\/syncloo\/\">Find out more<\/a>.<\/p><\/div><\/div><\/section>","protected":false},"excerpt":{"rendered":"<p>The stages of a B2B sales pipeline, what data to collect at each step and how to keep it clean every week.<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":"","_vg_translation_of":"197","_vg_lang":"en-us","_vg_wpml_state":"{\"lang\":\"en-us\",\"trid\":\"218\",\"src\":\"ca\"}"},"categories":[41],"tags":[],"class_list":["post-278","post","type-post","status-publish","format-standard","hentry","category-sales"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/posts\/278","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/comments?post=278"}],"version-history":[{"count":1,"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/posts\/278\/revisions"}],"predecessor-version":[{"id":339,"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/posts\/278\/revisions\/339"}],"wp:attachment":[{"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/media?parent=278"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/categories?post=278"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.innovandia.com\/en\/wp-json\/wp\/v2\/tags?post=278"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}