Your Pipeline Is Lying to You: How AI Reveals the Revenue You're Missing
Your pipeline looks fine on paper, yet revenue still slips. That gap is filled with weak scores, stale intent, and missing buying roles you never saw. AI makes those blind spots visible, then tells you where to focus - now, not next quarter.
On Feb 24, 2026 at 1:00 PM ET (10:00 AM PT), join a focused session on how to put AI to work across demand gen and sales. We will cover prioritization, personalization, real-time optimization, and sales insights that shorten cycles. Register now.
Why your pipeline is "lying"
Traditional pipeline metrics reward activity, not momentum. They miss silent stakeholders, shifting intent, and timing. AI connects signals across accounts and buying groups to show true deal likelihood, hidden risk, and incremental revenue you can still capture this quarter.
What changes with AI in 2026
- Smarter prioritization: Predictive scoring moves you to accounts and buying groups with proven intent and fit, not just engagement. Fewer distractions, higher ROI.
- Personalization at scale: Content adapts by role, stage, and channel. Every message earns the next micro-commitment instead of blasting the same pitch.
- Real-time campaign optimization: Creative, bids, and channels adjust on the fly as behavior shifts. No waiting weeks to "see if it works."
- AI-powered sales insights: Automated nurtures and outreach recommendations guide reps on who to contact, what to say, and when to push - with context that actually helps.
How to make this practical fast
- Audit your signals: Map the data you trust (intent, product usage, site behavior, campaign responses) to each stage. Kill vanity metrics that don't predict revenue.
- Adopt buying-group scoring: Score the group, not the person. Track role coverage, influence, and consensus to predict real momentum.
- Ship dynamic content: Build a small library of modular assets (by pain, role, and stage). Let AI assemble what's relevant per touchpoint.
- Run weekly experiments: Test subject lines, offers, and CTAs with AI-generated variants. Keep wins, roll back losses. Short feedback loops beat big rebrands.
- Coach sales with signals: Pipe intent and behavioral cues into the CRM. Suggest next-best actions and talking points directly in the workflow reps already use.
- Measure what moves revenue: Track conversion by buying group, stage velocity, pipeline coverage by intent tier, and cost per opportunity created - not just MQLs.
What you'll walk away with
- A clear framework to score accounts and buying groups using predictive signals.
- A simple playbook for personalizing content without bloating your content calendar.
- A test plan to optimize campaigns in real time and prove impact fast.
- Guidelines to arm sales with timely prompts, sequences, and context that close deals.
Event details
Date: Feb 24, 2026 - 1:00 PM ET (10:00 AM PT)
Speaker: Stephanie McArthur, Sr. Principal GTM Expert - ABX
Who should attend: Demand gen leaders, ABM/ABX practitioners, marketing ops, and sales leaders who want cleaner pipeline signals and faster revenue.
Seats are limited. Register now and bring a colleague from sales to align on scoring, signals, and next-best actions.
Next step if you want structured training
If you're building skills for AI-led marketing, explore this focused path: AI Certification for Marketing Specialists. It pairs well with the strategies covered in this session.
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