Most sales leaders have sat across from a rep who's fully convinced a deal is closing. 
Champion engaged. 
Proposal out. 
Close date locked.
And they're wrong.

Richard Smith sits down with Chris Lingenfelter (VP Sales & CS, Level Up) and Nigel Arthur (former MD and SVP Sales, enterprise SaaS - now coach at MySalesCoach) to show exactly what separates pipeline from forecast - and how fast the difference becomes obvious when you ask the right questions.

They cover why emotion is the single biggest killer of forecast accuracy, what entry/exit criteria your CRM stages are probably missing, and why a rep who "feels really good" about a deal is a red flag, not a green light.

The session ends with a live deal review. Richard plays the rep. Nigel and Chris ask five questions. 

The deal doesn't make the forecast.

Find out which questions did it.