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A sales pipeline is a marketing model for understanding the steps and opportunities in a sales process. It is represented visually as a a vertical bar broken into the various different stages of the sales cycle. It is used to summarize through an easy to understand visual representation, all the deal opportunities available to a sales or partnerships manager. The sales pipeline is an important tool used to project revenue and determine leaks or bottlenecks in the sales process.

There are seven widely accepted steps in a sales pipeline: prospecting, lead qualification, meeting and demo, proposal, negotiations, closing the deal and retention.

Not to be confused with a sales funnel, the sales pipeline tracks data around deals, while the sales funnel focuses more specifically on leads. The two terms are often used interchangeably, though they represent distinct sets of data.