Create a Gartner Account

Pipeline Management and Forecasting in a Nonlinear Buying Process

Already have a Gartner account?

Summary

The B2B buyer’s journey is not a linear process. Buyers execute and reexecute steps in parallel, while sellers track deals using discrete stages in a linear sales process. Sales operations leaders must adjust their pipeline management to overcome this disconnect and improve forecasting accuracy.

Pricing

Order Amount: $195.00

Help

For help or information on purchasing documents contact us.

Please provide your profile information.

First Name

Last Name

Email Address (this is your username)

Confirm Email Address

Company/Organization Name

Job Title

Street Address

Add address line

Zip/Postal Code

Country

City

State/Province

Phone (optional: country code and extension)

By clicking the "Submit" button, you are agreeing to the Gartner Terms of use and Privacy Policy.

Create a Gartner Account

Pipeline Management and Forecasting in a Nonlinear Buying Process

Summary

Pricing

Help

Please provide your profile information.

Manage Finance Talent Supply & Demand

Creating a Culture That Performs

Gartner Top 10 Strategic Technology Trends for 2018

Managing R&D Portfolios

Speed Up Legal Reviews

Should You Build or Buy a Customer Data Platform?

Gartner Predictions for the Future of Supply Chain Operations in 2018

Effortless Experience Explained

To the Point: Lifting the Fog Around AI and Advanced Analytics in Healthcare

Gain an essential edge with independent, objective, accurate and rigorously researched insights drawn from over 1,900+ analysts and 380,000 client interactions — including 130,000+ executive interactions — each year.

Improve performance, reduce risk and optimize return on your investments through our combination of research insight, benchmarking data, problem-solving methodologies and hands-on experience.

Master your role, transform your business and tap into an unsurpassed peer network through our world-leading conference series.

View Our Event Calendar

ReimagineHR

Gartner Security & Risk Management Summit 2018

Gartner Digital Marketing Conference 2018

Supply Chain Executive Conference

Tech Growth & Innovation Conference

Your Job as CIO Is Changing. Here's How to Master the New One.

6 Ways Compliance Can Build Data Analytics Skills

Lead Culture Change

Make it Easier for Customers to Buy

6 Ways the Workplace Will Change in the Next 10 Years

Feed your business — not the newsfeed

CIOs Must Transform into Digital Leaders

Understand the continuous evolution of the B2B buying journey