How I cleaned up a B2B pipeline full of leads that no one could close

I work in B2B sales with CRM, demos, and accounts coming in from various campaigns. Recently, I had to resolve a specific case: the pipeline looked large, but many leads had no budget or decision-maker. The symptom that made me investigate it seriously was that there were demos done, vague notes, and inflated forecasts. I preferred not to improvise, because a quick fix can hide the real cause and…