Gartner Research

What to Do When Your Sales Pipeline Lies to You

Published: 25 February 2019

ID: G00410483

Analyst(s): Sales Research Team


Sales funnels today aren’t suited to the true journey of the B2B buyer. Sales leaders must rethink the “problem” to find the right solution.

Table Of Contents

The access problem

Better information beats better individuals

Sales reps are just one — not the only — channel to customers

The “handoff” from marketing to sales is no longer relevant

©2022 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.