A full pipeline doesn’t mean growth In fact, it often just means activity. It’s common to see sales teams confident and proud of the number of opportunities opened in the CRM, meetings booked, and proposals sent. On the surface, everything seems to be moving forward....

When product, marketing, and sales are not aligned, growth stops being predictable There are moments when a company seems to be doing everything right. The product is solid. The team is capable. There is effort across marketing, sales, and operations. And yet, growth...

It feels like everything is happening. And yet, when it’s time to look at the pipeline, the reality is different. Opportunities don’t show up, or they show up in volume, but without real conversion potential. There is activity, there is movement, there is investment,...