B2B sales pipeline value depends on how many deals are at each stage, the probability of closing, and your average deal size. This calculator shows weighted pipeline value, expected monthly bookings, and how cycle length affects when revenue hits your books.
Pipeline Inputs
Average days from first contact to close
Pipeline Funnel Breakdown
| Stage | Deals/Month | Stage Value | Weighted Value |
|---|
How to Use the B2B Sales Cycle Calculator
Understanding your B2B sales pipeline requires modeling conversion rates at each funnel stage and accounting for cycle length. This calculator translates your pipeline inputs into expected monthly and annual bookings.
Step 1: Enter Deal Size and Cycle Length
Enter your average deal size (ACV or one-time deal value) and typical sales cycle in days. Use historical data if available — if you're estimating, 90 days is a common starting point for mid-market B2B. Your sales cycle directly determines when leads become closed revenue.
Step 2: Set Funnel Conversion Rates
Enter conversion rates at each stage. Typical benchmarks: lead-to-opportunity 15–25%, opportunity-to-proposal 50–70%, proposal-to-close 25–40%. The overall win rate is the product of all three stages. A 20% × 60% × 30% funnel = 3.6% overall win rate, which is typical for outbound B2B motions.
Step 3: Interpret Weighted Pipeline Value
Weighted pipeline assigns probability-adjusted value to each stage. Leads have low probability (5–15%); proposals have high probability (40–70%). Weighted pipeline value is a more accurate predictor of actual revenue than raw pipeline count. Compare weighted pipeline to your quota to assess whether you're on track to hit your number.
FAQ
Is this B2B sales cycle calculator free?
Yes, completely free with no signup required. All calculations run in your browser.
What is a typical B2B sales cycle length?
B2B sales cycles vary widely by deal size and complexity. SMB deals (<$10K ACV) typically close in 1–3 months. Mid-market deals ($10K–$100K ACV) take 3–6 months. Enterprise deals (>$100K ACV) can take 6–18 months. The higher the deal value and the more stakeholders involved, the longer the cycle.
What are typical B2B conversion rates by pipeline stage?
Industry benchmarks: Lead to Opportunity: 10–30%; Opportunity to Demo/Proposal: 40–70%; Demo to Proposal: 50–80%; Proposal to Close: 20–40%. Overall lead-to-close rates for B2B SaaS range from 1–5%. These vary significantly by industry, deal size, and inbound vs outbound motion.
How do I calculate sales velocity?
Sales velocity = (Number of deals × Win rate × Average deal size) / Sales cycle length in days. It measures how fast you generate revenue. To increase sales velocity: increase deal volume, improve win rates, increase average deal size, or shorten the sales cycle. This calculator models the pipeline value using similar inputs.
What is weighted pipeline value?
Weighted pipeline value applies the probability of closing to each deal based on its stage. A deal in late-stage negotiation might have 70% close probability; an early-stage discovery call might have 15%. Summing weighted values across all pipeline deals gives a more accurate revenue forecast than counting all deals at face value.