Sales Strategy: Forecasting to Avoid Going from Hero to Goat

This week on the SBI Sales and Marketing podcast, we spoke with Mark Turner, SVP and GM of the Europe, Middle East and Africa region for Genesys, about how to set up a sales strategy to avoid going from hero to goat overnight due to poor sales forecasting and pipeline management.

In our first segment, Mark discusses what his experience has been like being a part of and witnessing 120 end-of-quarter cycles in the software business, and we touch on the three different flavors of surprise that come at every end of quarter.

Next, Mark shares with us his team’s best practices in running effective quarterly business reviews (QBRs) and the role the sales operations team must play in order to achieve end-of-quarter sales strategy success.

In our last segment, we recap our sales forecasting and pipeline management processing discussion with Mark and share a few takeaways that can be implemented into action and your sales strategy immediately.