On this episode of Breadcrumbs Hot Takes Live by Revenue Cafe Podcast, Gary features Vishwanath Mallikarjunan, CRO at Esper. Vish puts together that all teams in the sales process must be aligned in how they are articulated in the CRM.He also emphasizes that data hygiene and consistency determine the CRM data subset defined as pipeline, as well as the importance of understanding which sales motions are consistent or new and the outside factors that influence them. That pipeline must be segmented by sales motions separately.HIGHLIGHT QUOTESThe key takeaways of sales pipeline in the CRM and forecasting - Vish: "The consistent sales process is the strategic foundation to a quality pipeline and quality forecast. Maintaining pipeline hygiene is very important but it comes at a secondary or at tactical level. So it is a sales process and its consistency and the way it's snapshotted, which clearly determines the outcome, which is the forecasting." You can find out more about Vish in the links below:LinkedIn: https://www.linkedin.com/in/vishwanathmallikarjunan/Website: https://www.esper.io/Check out more Hot Takes and educational episodes on revenue acceleration on the Breadcrumbs website. 

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