$300M+Ghost pipeline exposed
400+Default-dated opportunities
1Shared forecast
Win rate had dropped 15 points and the dashboards said everything was fine. In the raw records: 400+ opportunities, over $300M of pipeline, all created with a close date exactly 90 days out. Real sales cycles do not do that. Defaults do. Evidence-weighted scoring replaced self-reporting, and Sales and Finance finally brought the same number to the same meeting.
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