Udi Ledergor is a five-time B2B marketing leader and is presently the CMO of Gong, the Revenue Intelligence category leader that helps go-to-market teams close more transactions and accelerate growth by gathering, understanding, and acting on their most valuable asset – customer interactions. Today John and Udi discuss “forecasting: why force thinks forecasting is broken” in this expert insight interview.
This Expert Insight Interview Discusses:
- Why do humans have such difficulty forecasting?
- How do you approach forecasting, and what makes you different?
- Four essential forecasting tips.
Why Does the Forecast Fail?
Forecasting has made great progress in recent years. On the other hand, managers must learn from experience about what they can and cannot foresee and design plans that are open to surprises. Unfortunately, we cannot predict many things, and uncertainty is much larger than most of us are willing to accept.
Forecasts ultimately fail because no strategy has been established that permits the forecaster to foresee when a nonlinearity will occur prior to the event occurring.
Four Key Recommendations For Trying Forecasting
- Replace Opinion With Reality.
- Replace a lot of manual work that goes into the forecasting process.
- Consolidating all the different tools and all the different spreadsheets that companies use into a single tool.
- Replacing the past with the present.
So, all these 4 key recommendations can exist in a single platform that can help your team forecast better than they’re doing with all the manual opinion-based processes so far.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.