Many teams chase a “healthy pipeline” only to find it misleading, full of opportunities that never close, metrics that don’t tell the full story, and activity that looks busy but doesn’t drive results. In this session, we’ll explore why traditional pipeline metrics often fail and what elite sales and revenue teams do differently to create predictable, high-performing revenue engines. You’ll learn practical strategies for focusing on the right opportunities, aligning sales and marketing, and using data to drive action rather than vanity metrics. By the end, you’ll walk away with a framework for building a pipeline that truly reflects revenue reality and fuels sustainable growth.