Aug 16, 2013

B2B Sales: Forecasting Must be a Blend of Fact and Judgement
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Written by : Stewart Rogers| 0 | B2B, Business

forecasting-salesVirtually every company I speak to wishes they could do a more accurate job of forecasting sales revenues. The issue is often particularly challenging for B2B-focused companies with lengthy, complex sales process.

There’s no doubt that there is significant room for improvement. CSO Insights research suggests that less than 50% of forecasted deals close at the projected time and for the projected amount.

Given the variables involved, it’s hard to imagine that vendors with highly-complex, lengthy sales processes could regularly achieve 100% sales forecast accuracy – but many sales organisations are consistently doing far better than the CSO Insights figures would suggest.

How are they achieving this?

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Stewart Rogers

Stewart has been involved in sales, marketing and running software companies since computers had black screens with the 'wide choice' of green or orange text. When he isn't speaking, writing or talking about marketing technology, you'll find him analyzing the entire marketing technology universe (yes, all 2,400+ products) for VB Insight (http://insight.venturebeat.com).
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Stewart Rogers

Stewart has been involved in sales, marketing and running software companies since computers had black screens with the 'wide choice' of green or orange text. When he isn't speaking, writing or talking about marketing technology, you'll find him analyzing the entire marketing technology universe (yes, all 2,400+ products) for VB Insight (http://insight.venturebeat.com).

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