40–60% of deals end in no decision, 61% are lost to buyer indecision, and 70% of churn signals appear months before renewal—yet most revenue teams still detect problems only after pipeline breaks. For decades, revenue leaders have tried to fix growth problems by focusing on pipeline performance. They analyze conversion rates. They coach sellers on closing skills. They push for more activity. Most pipeline problems don’t actually start in pipeline. They start months earl

We've all read about how 2023 is going to hard for B2B sales organizations. The economic environment will create challenges that most...