Creating Two Problems Out Of One: Conflating Forecasting and Performance
“Sales are underperforming. Growth is not where it needs to be. We need to turn up the heat on the weekly forecast call!” This is a familiar scenario. And the…
Bridging the Forecasting Gap: How to achieve an evidence-based sales forecast
When I talk to the CEOs of B2B companies, there is one particular operational challenge that causes them the most frequent stress and anxiety: delivering accurate sales forecasts. This issue…
Don’t Tell Stories on the Forecast Call
You’ve worked incredibly hard to get the deal to this stage. You’ve been really creative and tenacious. So it’s only natural to want to share a blow-by-blow account of your…
