We’re back and celebrating two whole years of Tea & Timbits! 🎉 And what better way to mark the occasion than by talking about one of the driest-yet-most-vital topics in business development: forecasting and pipeline management?
In this episode, we kick things off with a tale of boardroom betrayal and the ever-predictable rise of internal politics (spoiler alert: it doesn’t end with a contract). Then, we dive headfirst into the murky waters of sales forecasting. Is it useful? Is it theatre? Turns out... it's both.
We unpack:
Why most forecasts are a polite fiction
What actually makes a forecast useful (spoiler: it's not wishful thinking)
The critical link between past data, client insights, and reality-based projections
Why a well-weighted pipeline is your best friend
The danger of promoting deals just because someone said “let’s talk again”
Plus, we argue about percentages, reminisce about bad decisions, and resist the urge to turn this into a three-part forecasting saga (for now).
Whether you're a sales vet or just trying to get a handle on your numbers, this one’s got something for everyone—especially if you enjoy a bit of schadenfreude.