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Your CRM Data Is Lying to You — Here's What AI Sees
Your pipeline number is based on what reps typed into a picklist — and it's maybe 40% accurate. AI-scored pipeline is consistently 25-35% lower than CRM data suggests. We break down how behavioral signals expose dead deals, prescriptive intelligence, and why every RevOps leader needs to stop forecasting on fiction.
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By Thomas GomolskiYour pipeline number is based on what reps typed into a picklist — and it's maybe 40% accurate. AI-scored pipeline is consistently 25-35% lower than CRM data suggests. We break down how behavioral signals expose dead deals, prescriptive intelligence, and why every RevOps leader needs to stop forecasting on fiction.