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One of the most expensive growth mistakes I see in mid-sized B2B companies is confusing “more pipeline” with “better pipeline.” A founder tells me, “We need leads.” So they add an SDR team, buy intent data, ramp paid, push partners—volume goes up. Then three things happen: 1) Win rates drop, but everyone blames sales execution. 2) Sales cycles stretch, but everyone blames the market. 3) Forecasting becomes a coin toss, but everyone asks for a better CRM. The real issue is