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The real reason forecasting breaks down inside revenue organizations, and what it actually takes to fix it.
“This looks great, I think we’re ready to move forward. Let me just loop in my team.”
The rep updates the CRM and moves the deal to late stage. Tells their manager it’s basically closed, puts 90% deal closure rate by end of quarter on the forecasting tab.
Meanwhile, that same prospect is in three other demos this week, hasn’t aligned internally on budget, and their CFO has never heard of you.
In this scenario, nobody’s lying. The rep just doesn’t have visibility into what’s actually happening on the buyer’s side. And neither does leadership. So the forecast looks healthy, the pipeline review feels optimistic, and then the quarter ends and everyone’s scrambling to explain the miss.
It ain’t a data problem. You probably have more data than ever. It’s a context problem. Forecasting built on activity and sentiment instead of real buying signals, stakeholder engagement, and behavioral context is just structured guessing.
In this webinar, we’re getting into the real reason forecasting breaks down inside revenue organizations, and what it actually takes to fix it.
You’ll hear from Thang Nguyen, VP of Sales at Airspeed, and Doug May, SVP at Harness, both revenue leaders who have been through it firsthand, on what changed when they stopped treating forecasting as a reporting exercise and started treating it as a behavioral signal that surfaces across your pipeline.
What we’ll cover
Who this is for
Sales leaders, RevOps, and anyone who’s ever sat in a pipeline review and thought “these numbers don’t feel right.”
Show up live and get early access to Airspeed’s forecasting module + your first month free.
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