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Revitalizing the Sales Pipeline

Writer's picture: Gregory FryeGregory Frye

Despite a “robust” sales pipeline, a B2B SaaS enterprise struggled with plateaued revenue.


A root-cause analysis revealed the pipeline was full of unqualified leads. The sales team revamped their qualification process, focusing on high-fit customers. Within three months, conversion rates improved by 20%.


Lesson: A “robust pipeline” means nothing if it’s not filled with the right leads.

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