The Pipeline and Forecast are Different
I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They ...
Tag: Forecasting
4 Things I Wish I Knew About Sales Forecasting Earlier in my Career
Sales forecasting is both an art and a science. In my 20+ years of sales leadership, I’ve spent hundreds of ...
Forecasting in a Time of Uncertainty: Tech Markets
The outlook for tech markets remains uncertain, with a wide range of scenarios. We at Forrester continue to operate with ...
Delivering what you call. Is it enough?
So what concerns me is how you made your number....
What About The Forecast?
Forecasting is important to our business, we spend a lot of time (often too much) on forecasts. But too often, ...
The Pipeline Review
I was meeting with a client, we were doing the first pipeline review as part of their implementation of the ...
Sales Pipeline, Quantity Or Quality?
You probably think this is a trick question, the answer is obvious, isn’t it? Be careful before you respond too ...
The “Forecast Meeting”
A friend and I were sharing our experiences in forecast meetings. Each of us has participated in hundreds of these
Guide to Sales Forecasting
INTRODUCTION There are dozens of products on the market that use algorithms and machine learning to predict sales forecasts. So ...