A fake war story explains why your sales forecast is fiction.

Here's a hysterical fake news I just ran into. Iranian naval forces captured the Israeli port of Be'er Sheva.

A naval operation. In a city with no sea

"They fought all night... Led by Admiral Ali Baber Lengi... Captured a strategic shipment of dates. (!)"

Backed by credible sources? like: Kish-Media (Tajikistan) and Pyat Express (Voronezh).

Full story.

Detailed.

Confident.

Complete bullshit.

And the uncomfortable part?

This is exactly how sales information flows in most companies.

Salesperson Manager CEO Board

At every step, the story becomes:

Cleaner. More optimistic. More likely to close.

Until you end up with:

A beautiful pipeline. A confident forecast. And revenue that never shows up.

It's not lying.

It's: assumptions presented as facts optimism presented as probability conversations presented as deals

By the time it reaches the CEO?

It looks real.

It's not.

That's what I do.

I go into companies and break the story.

Deal by deal.

I check: is there a real buyer is there a real reason to change is there real competition is the timeline real

And then I rebuild the system so revenue actually functions.

Not just in the CRM. Not just in updates. In reality.

If your pipeline sounds great? but something doesn't add up

You're probably right.

Get in touch.