Insights on pipeline governance, deal evidence, and why most forecasts fail — from someone who carried the number for over a decade.
Series: Revenue Governance
Four posts. One argument. Why pipeline fiction exists, what keeps it alive, and what it costs your team every quarter.
CRM data quality isn't a data problem. It's a workflow problem. When evidence capture isn't part of selling, the system fills with optimism instead of facts.
Read article →Most teams adopt MEDDIC. Few enforce it. The gap between methodology and execution is where pipeline fiction lives — and where deals go to die quietly.
Read article →Every sales team runs the same ritual: re-prep, re-check, re-explain. The problem isn't discipline. It's that evidence isn't captured as work happens.
Read article →CRM gives visibility. Methodology gives language. Reviews give discussion. None of them give control. The missing layer is Revenue Governance — and it changes everything.
Read article →PROOF assembles deal evidence as reps sell — they only fix exceptions. Launching July 2026.
