How Beltline Analyzes Their 8-Figure Pipeline CASE STUDY: ®® 2 ‘Cosential has really helped us improve the organization and communication within our sales process. It’s been very helpful.’ “ “ At Beltline Electric — an electrical contractor with two divisions across the state of Kentucky and one in T ennessee — understanding how pipeline will translate into revenue is key. “Right now, we’ve got about an 80-million-dollar pipeline,” said Patrick Brumley, business development manager at the firm. “That looks great, but if 90 percent of our pipeline is education opportunities, and we historically only win one out of 10 opportunities in that sector, then we need to work on getting a better mix.” T o properly understand their pipeline mix, as well as what types of opportunities t

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