License details available at https://www.shutterstock.com/license, image licensed under the ShutterStock Standard Image LicenseThe value of a lead matters more than the size of your pipeline because a bigger one doesn’t guarantee better revenue, and lead quality helps sales teams spend more intelligently. High-value leads can also improve the economics of acquisition, and pipeline value creates better alignment between marketing and sales. In addition, the value of a lead is much more important than the size of your pipeline. Pipeline Value Creates Better Alignment Between Marketing and SalesWhen marketing is measured primarily by lead volume, teams can become incentivized to generate as many contacts as possible. The Value of a Lead Is GreatAs you can see, the value of a lead matters more than the size of the pipeline.