Pipeline failure is rarely a lead generation problem, it's a shared accountability problem. When only Sales owns the number, everyone else is off the hook. In this panel, Jenny Lapushner (VP of Revenue Strategy & Operations, Wiley) and Gary Manalus (Head of Global Partner Growth, Operations & Enablement, GBG) share a practical framework and real-world best practices for closing the trust gap between Sales and the commercial teams that feed it - drawn from experience at AWS, Wiley, GBG, American Express, Elsevier, and beyond. Attendees will leave with: - A repeatable framework for building shared pipeline accountability across Sales, Marketing, Revenue Operations, and Customer Success - Practical tools for defining signal standards, establishing operating rhythms, and creating the transparency that turns skeptics into partners - Monday-morning actions to close the trust gap - regardless of company size, industry, or where you are in the journey