A Sales Leader’s Guide to Building Pipeline You Can Trust

‍Bloated pipelines don’t close deals—they crush confidence. Too often, sales leaders inherit forecasts full of “maybe” opportunities that never make it across the finish line. In this session, Sam McKenna, CEO and Founder, of #samsales and Chad O’Connor, CRO at Backstory.ai, will share how to spot unqualified deals early, coach reps with confidence, and transform pipeline inspection from policing into partnership.

You’ll walk away with practical strategies to cut the fluff, strengthen rep trust, and build a forecast you can actually count on.

What we covered

• The hidden cost of holding onto deals that won’t close
• How to combine data + intuition to identify real opportunities
• Coaching techniques that disqualify early without crushing confidence