Over time, the outcomes of forecasted deals have dropped significantly. In part two of our conversation with Barry Trailer from the Sales Mastery Institute, we get underneath the oxymoron of sales forecasting. We dive deep into how time-to-value impacts forecasting, the importance of understanding the buyer journey and the need to support buyers in the process. We also discuss how to accurately forecast sales, the quality of CRM data and how to avoid margin compression.
Follow the Hosts on LinkedIn:
Alastair Woolcock (CRO, Revenue.io)
Howard Brown (CEO, Revenue.io)
And our Special Guest:
Barry Trailer (Partner, Sales Mastery, LLC)
Revenue.io | Powering high-performing revenue teams with real-time guidance
Explore the Revenue.io Podcast Universe:
We help SaaS companies drive revenue by creating a frictionless, human buying experience with RevOps.