Pipeline Velocity: The ABM Metric That Matters Most (with Payton Christopher) Podcast By cover art

Pipeline Velocity: The ABM Metric That Matters Most (with Payton Christopher)

Pipeline Velocity: The ABM Metric That Matters Most (with Payton Christopher)

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About this listen

 Can you play the game if you don’t know the score? Jim Gilkey sits down with growth marketing leader Payton Christopher for a straight shot of ABM reality: pipeline velocity isn’t optional—it’s the path to scaling revenue, securing funding, and not wasting another dollar on the wrong channel. Payton breaks down the real equation that drives B2B SaaS pipeline, why sales teams go hungry without it, and how measuring pipeline velocity lets you spot which tactics actually move deals to “closed won.” From choosing between inbound, events, or cold calling to sidestepping org build-outs that flop, you’ll get a blueprint for keeping your ABM spend tight and results visible.

👤 Guest Bio
  • Payton Christopher is a growth marketing leader specializing in helping B2B SaaS startups scale pipeline and revenue through full-funnel demand gen, ABM strategy, and data-influenced go-to-market execution. Connect with him on LinkedIn.


📌 What We Cover
  • The pipeline velocity equation: average deal size × win rate × active opportunities ÷ sales cycle
  • How measuring early pipeline velocity leads to long-term ABM success
  • Why tracking “what channel actually works” keeps sales and marketing aligned to revenue
  • Avoiding wasted spend on BDR teams or sales orgs that don’t get enough leads
  • Funding milestones: using pipeline metrics to hit ARR goals and secure the next round
  • Payton’s account-based beverage of choice: Alani Nu Pink Slush
  • Where to connect with Payton for more real-world ABM advice
🔗 Resources Mentioned
  • Scrappy ABM
  • Payton Christopher on LinkedIn
  • Alani Nu (Pink Slush)
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