Your failure state is not too little pipeline. It is padded pipeline. Vanity hides on both ends of the funnel. At the top, followers and impressions look like demand and never convert. At the bottom, deals with no dated next step look like forecast and never close. Counting either one is hope with a number on it.
Read time: about 5 minutes. First step runnable Monday morning.
Open your pipeline and mark every deal with no next step and date, then total it.
That total is the gap between your forecast and your real pipeline. A deal you cannot build a believable path to close for belongs to next quarter, not this one. Do the same at the top: ask which reach became an ICP-fit conversation.
Start here: pull every open deal in this quarter and write the single next step and the date it must happen. You need your CRM pipeline export and one focused hour.
Ignore this week: do not celebrate followers, impressions, or gross coverage. None of them close.