Pipeline management software that turns every deal into revenue
What is pipeline management software? An essential guide for revenue teams
Pipeline management software is the backbone of modern sales organizations. At its core, this category of technology helps sales, revenue, and go-to-market (GTM) teams track, organize, and optimize every opportunity as it moves through the sales pipeline. Why does this matter? Because in today’s B2B landscape, the difference between a thriving revenue engine and a stagnant one often comes down to pipeline visibility, data accuracy, and the ability to act on real buyer signals.
Pipeline management software centralizes all deal activity—emails, calls, meetings, and CRM updates—so teams can see exactly where each opportunity stands. It eliminates guesswork, highlights risks, and enables leaders to coach reps with confidence. The result? More deals closed, fewer surprises, and a sales process that actually delivers on its promise.
Why do businesses use pipeline management software? Three reasons stand out:
- Visibility and control: Pipeline management software gives leaders and reps a real-time, holistic view of every deal, every stage, and every risk. No more flying blind.
- Forecast accuracy: By capturing and analyzing deal activity, these platforms help teams forecast with data—not opinions—so revenue leaders can plan and execute with confidence.
- Productivity and efficiency: Automation of manual tasks (like CRM updates and follow-ups) frees reps to focus on selling, not admin work. This means more time spent moving deals forward, less time spent on busywork.
- Visual pipeline dashboards and customizable stages
- Automated data capture from calls, emails, and meetings
- Deal health scoring and risk alerts
- Integration with CRM and other GTM systems
- Real-time reporting and analytics
- Pipeline visibility: Instantly see where every deal stands, who’s involved, and what’s at risk.
- Deal management: Track progress, automate follow-ups, and keep deals moving forward.
- Forecasting: Use real-time data to build accurate, actionable revenue forecasts.
- Coaching and enablement: Identify stuck deals, coach reps on next steps, and replicate winning behaviors.
See Gong in action
Sales pipeline management software isn’t just for sales leaders—it’s for every revenue team that needs to align, forecast, and win in a complex, fast-moving market. Whether you’re scaling from spreadsheets or looking to unify fragmented systems, the right platform can transform the way your team sells.
Why Gong takes a fundamentally different approach
While many pipeline management solutions offer basic deal tracking and activity logging, Gong’s approach is fundamentally different. Instead of relying on manual CRM entries or partial data, Gong captures every customer interaction—calls, emails, meetings—and uses AI to surface the real story behind every deal. This means you don’t just see what’s happening; you understand why it’s happening, what’s at risk, and exactly what actions to take next.
Why use Gong for pipeline management software?
Gong’s pipeline management solution is purpose-built for revenue teams that can’t afford to guess. With Gong, you get a live, AI-powered view of your entire pipeline—every deal, every risk, every opportunity—based on the full reality of your customer interactions.
With Gong, you can:
- Capture 99% of customer interactions automatically, eliminating manual data entry and blind spots.
- Surface hidden deal risks and buying signals using AI trained on billions of sales conversations.
- Coach reps in real time with actionable insights, so you can replicate what works and fix what doesn’t.
- Build forecasts you can trust, grounded in real activity—not just CRM fields or gut feel.
The experience is seamless. Gong integrates with your CRM, email, and meeting platforms, capturing data in the background so your team can focus on selling. AI agents work alongside you, flagging risks, suggesting next steps, and keeping your pipeline healthy—no toggling between tools, no extra admin work. It’s pipeline management that actually works for you.
See Gong’s pipeline management solution in action
Revenue leaders use Gong to run pipeline reviews, spot bottlenecks, and align teams around what’s actually happening in the field. Sellers know exactly where to focus, which deals need attention, and how to move opportunities forward. The result? More deals closed, fewer surprises, and a revenue engine that runs on truth—not opinions.
What does this look like in practice? Here’s how revenue teams use Gong every day:
Instantly visualize every deal, stage, and risk—no more flying blind or relying on outdated CRM fields.
AI detects stalled deals, missing decision-makers, and lack of next steps, so you can intervene before it’s too late.
Managers get real-time insights into rep activity, deal progress, and pipeline health, enabling targeted coaching that moves the needle.
With complete, accurate data, you can build forecasts that reflect reality—not just hope.
How does Gong’s pipeline management system work?
Here’s what happens behind the scenes:
Gong automatically joins scheduled calls or records inbound/outbound phone conversations, with clear consent and privacy controls built in.
Every call is securely stored in the cloud, encrypted at rest and in transit, with customizable access permissions for compliance.
Gong’s AI transcribes the call in near real time, tagging key topics, action items, and risks.
All recordings and transcripts are indexed and made instantly searchable. You can filter by rep, account, deal stage, or keyword—so you always find what you need.
Insights from calls feed directly into your coaching, pipeline, and forecasting workflows—so you’re always working with the full truth, not just CRM notes.
More than sales pipeline management
Pipeline management is just one piece of Gong’s broader Revenue AI vision. When you use Gong, you’re not just tracking deals—you’re building a unified, AI-powered operating system for your entire revenue team.
Unified data foundation
Gong automatically captures and organizes 99% of customer interaction data—calls, emails, meetings, and more—so you always have a complete, reliable source of truth.
AI-powered insights
Domain-specific AI models surface deal risks, pipeline trends, and coaching opportunities, helping you move from reactive to proactive revenue management.
Embedded AI agents
Gong’s AI agents work alongside your team—suggesting next steps, personalizing outreach, and automating manual tasks—so sellers can focus on selling.
Enterprise-grade governance
Security, privacy, and compliance are built in, with configurable controls to meet the needs of global enterprises.
How pipeline management software powers Gong’s AI OS
Gong Engage: Drive personalized outreach and automated follow-ups
Pipeline data captured by Gong feeds directly into Gong Engage, enabling you to:
- Trigger personalized, timely outreach based on real buyer activity.
- Automate follow-ups for deals at risk, ensuring no opportunity is left behind.
- Prioritize engagement with the accounts and contacts most likely to convert.
Gong Enable: Turn pipeline insights into coaching and training assets
Every interaction in your pipeline becomes a learning opportunity:
- Identify top-performing behaviors and replicate them across the team.
- Use real deal data to create targeted coaching plans and onboarding content.
- Deliver just-in-time training based on pipeline stage and rep needs.
Gong Forecast: Fuel accurate, AI-driven revenue predictions
Accurate forecasting starts with a clean, up-to-date pipeline. Gong’s pipeline management powers Forecast by:
- Providing real-time deal data and risk signals for every opportunity
- Surfacing pipeline gaps, stage conversion rates, and win/loss trends
- Enabling AI-driven projections that reflect the true state of your business—not just gut feel
You get forecasts you can trust, with the confidence to make bold decisions and deliver results quarter after quarter.
Together, these applications turn pipeline management from a reporting chore into a strategic advantage—fueling engagement, enablement, and forecasting across your entire revenue engine.
See pipeline management software in action
Key stages of the sales pipeline: How Gong delivers real results
Challenge:
A leading B2B software company struggled with pipeline visibility. Deals were getting stuck, decision-makers weren’t always involved, and forecasting was more guesswork than science. Sales managers spent hours reconciling spreadsheets, while reps wasted time chasing down updates and manually entering data into the CRM. The result? Missed targets, stalled deals, and a lack of confidence in the numbers.
Solution:
The company implemented Gong’s sales pipeline management solution. Gong automatically captured every customer interaction—calls, emails, meetings—and mapped each deal to the correct pipeline stage. AI surfaced alerts for stalled deals, missing stakeholders, and pipeline risks. Managers and reps got real-time dashboards, actionable coaching insights, and accurate forecasting tools—all grounded in reality, not opinions.
Results:
- Increased pipeline visibility across every stage, with real-time updates and zero manual entry
- Reduced deal slippage by 30% through early risk detection and targeted interventions
- Improved forecast accuracy to within 5% of actuals, quarter after quarter
- Cut pipeline review prep time by 70%, freeing managers to focus on coaching and strategy
The company didn’t just see more deals close—they built a revenue engine that runs on truth, not guesswork.
Stop losing winnable deals
Boost win rates, increase average deal size, and increase revenue per rep with Gong, the #1 revenue AI platform.
What our customers say
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Working with Gong lets us run a predictable revenue organization, reduce the number of tools in our tech stack, and save tons of time on forecasting."
"You really need to set your sales reps up for success…It's about ensuring that no rep is left behind and elevating everyone through the right management programs."
"It's given our sales team a level of consistency that we haven't had in the past, and has created much more impactful 1:1s for our leaders/reps."
"Gong helps us figure out which features and benefits are really going to drive increased client stickiness and expansion of opportunity."
"Working with Gong has made us better managers and better CSMs."
"The integration of Gong into our operations has directly transformed our company's people, deals, and market success. We're not just closing more deals and doing it faster; we're doing it with a deeper understanding of our clients and the competitive dynamics at play."
"Gong allows our leaders to coach more effectively. They don’t have to ask reps what happened last week. Instead, they use Gong’s deals board and AI-generated call summaries to immediately be ready for a productive conversation with any rep about any deal."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
"Gong was able to help me increase my consult rate 3% in a matter of days."
"Gong saves us lots of time that used to be spent focusing on top-of-the-funnel activities. We’ve increased our pipeline feed by 300% using that time more productively. More deals are qualified, meaning we see the more predictable and repeatable revenue streams we’re striving for. I couldn’t live without Gong now."
"If you can use AI to supplement information gathering, writing emails, and coaching all at the same time, the boons for productivity are wild."
"Being able to nail those key messages at the right time and map that process in a repeatable way has led to giant growth in our pipeline."
"Gong Forecast creates ownership and accountability for every team member, and provides an opportunity to measure our results over time so we can make better predictions in the future. This complete transparency allows us to devote more time to deals that actually need our attention."
"Gong brings us sanity because we can see the data behind our actions. Gong is confidence. Gong is the ability to truly understand what’s going on inside customer conversations."
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- Gain complete pipeline visibility and eliminate manual data entry
- Identify and close at-risk deals faster with AI-powered insights
- Forecast revenue with confidence, accuracy, and speed
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