/ Blog from the desk
Field notes on revenue architecture.
Long-form thinking on how enterprise revenue actually gets built and where it breaks. Written for founders, operators, and revenue leaders.
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Your Pipeline Is Full of Ghost Deals. Here's How to Clean It Before It Kills Your Forecast.
Your CRM says $1.8M in pipeline. Your board is happy. And somehow you just missed Q2 by forty percent. That gap isn't a forecasting failure — it's a hygiene problem. Here's the four-criteria scoring framework that separates real deals from ghost deals, and the Monday ritual that keeps your forecast honest.