Qualified Pipeline refers to the portion of your sales pipeline made up of leads or opportunities that meet specific criteria and have a real chance of becoming customers. These are not just anyone who showed interest — they’ve been vetted (typically by marketing or sales) and are considered likely to convert based on fit and intent.
Tracking your qualified pipeline helps you forecast revenue more accurately and ensures your team is spending time on leads that actually matter. It also creates a shared definition between marketing and sales of what “qualified” means — often based on budget, authority, need, and timeline (BANT) or other scoring models.
Example:
If your CRM shows 80 leads in progress, but only 30 have scheduled a demo, meet your ICP criteria, and have decision-making power — then those 30 make up your qualified pipeline.