Pipeline management and sales forecasting are critical functions in nearly every sales force. Unfortunately, we tend to co-mingle the two in a way that makes us pretty bad at both. When pipeline management and sales forecasting are confused, anemic pipelines and erratic forecasts follow. But when they are treated separately, revenue grows and we hit our targets. So let’s do that instead.

Join Clari’s Kurt Leafstrand and Vantage Point’s Jason Jordan as they discuss best and worst practices in pipeline management and sales forecasting to learn:

  • The critical distinction between the two tasks and why we tend to confuse them
  • Which drives more productive sales pipelines vs more accurate sales forecasts
  • The key role technology plays in both activities and how to keep your organization focused
Leave this webcast with a new understanding of pipeline management and sales forecasting, as well as the knowledge and motivation to do each task better.
Jason Jordan
Sales Management Expert and Author

Sales management researcher, author, and expert focused on training and developing sales management in large B2B sales forces.

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