Pipeline Velocity: The ABM Metric That Matters Most (with Payton Christopher)

Episode notes

Can you play the game if you don’t know the score? Jim Gilkey sits down with growth marketing leader Payton Christopher for a straight shot of ABM reality: pipeline velocity isn’t optional—it’s the path to scaling revenue, securing funding, and not wasting another dollar on the wrong channel. Payton breaks down the real equation that drives B2B SaaS pipeline, why sales teams go hungry without it, and how measuring pipeline velocity lets you spot which tactics actually move deals to “closed won.” From choosing between inbound, events, or cold calling to sidestepping org build-outs that flop, you’ll get a blueprint for keeping your ABM spend tight and results visible. Guest Bio Payton Christopher is a growth marketing leader specializing in helping B2B SaaS startups scale pipeline and revenue through full-funnel demand gen, ABM strategy, and data-influenced go-to-market execution.