PIPELINE PRESSURE EPISODE 3: Bloated Pipelines & Broken Forecasts

Episode 3 of Pipeline Pressure brings together Zach Irish, Solutions Director at Flawless Inbound, and Scott Sears, VP of Business Development at GSI, for a candid discussion on sales pipelines, forecasts, and what it takes to get them right.

They delve into the importance of distinguishing between pipelines and forecasts, emphasizing how accurate forecasting is crucial for resource planning and overall business success. The conversation also covers strategies for maintaining a healthy pipeline, such as establishing clear criteria for sales stages and regularly reviewing forecast accuracy to avoid issues like bloated pipelines or sandbagging.

• The importance of distinguishing between a sales pipeline and a forecast: The pipeline is the process of closing a deal, while the forecast measures the likelihood of closing and the timing.
• The significance of maintaining data hygiene in CRM systems  to ensure accurate and reliable sales forecasting and pipeline management.
• The role of joint execution plans in improving sales forecasting accuracy to align expectations and processes with customers.