Quick note: If you haven't seen MarketingHQ in your inbox lately, we recently fixed a delivery issue that was preventing some subscribers from receiving the newsletter. You can always catch up on past editions in the archive.

MarketingHQ and PersonalABM are researching what happens to B2B pipeline after it's created, and where revenue gets stuck before it becomes closed-won.

$2M, $5M, $10M in sourced pipeline sounds impressive. But the harder question is what actually changed once those opportunities were in the pipeline?

Did marketing help improve pipeline-to-revenue conversion? Shorten the sales cycle? Move accounts stuck in "no decision"? Help win a deal that was slipping? Or are we measuring ourselves on pipeline created without really knowing what happens to it afterward?

One early finding I'll share from our first batch of responses is that half of teams said 60 to 80% of their pipeline stalls in no-decision. Small sample so far, and that's exactly why I want your data in it. If that pattern holds, it changes what a ‘pipeline problem’ even means.

We're looking at win rates, stalled deals, no-decisions, sales cycles, discounting, and where momentum tends to break down after an opportunity enters the pipeline. And I'd love to get your experience into the data before we close the survey.

It only takes about 3 minutes, it's confidential, and everyone who participates gets the full findings before we release them publicly.

Thanks for helping us figure out where the revenue really gets stuck!

We’ll be sharing some of the early findings from the research with Eric Gruber of PersonalABM on Tuesday, September 22 at 11:00 AM ET.

If you want to hear what we're seeing in the data and join the conversation here.