AI forecasts often flag deal risks the buyer never raised. Here is how hallucinated risk gets made, what it costs reps, and what a flag needs before it touches the number.

Why a shorter competitor field is a sign of better data, how checking one name at a time against the evidence works, and what structured competitor data unlocks for win-loss analysis.

Why AI-filled MEDDPICC fields don't prove a deal is qualified, why a transcript-to-ChatGPT build can't fix it, and what changes when every qualification question has a closed set of answers.