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It’s not always gold just because it glitters. A “full pipeline” looks impressive on dashboards. It fills up investor updates and boosts morale — for a while. But too often, that abundance turns out to be a mirage. At ABD, we’ve seen how misaligned sales activity and weak qualification standards fill CRMs with names… not opportunities. And that’s where things go sideways. Two pipeline mirages we've seen up close: 1. The spray-and-pray disaster Over a decade ago, we were broug