The Revenue Formula

Sales forecasts suck

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Sales forecast have little to do with revenue growth. It's a great method for coaching and training - but not managing revenue growth.

We discuss the limitations - and what you can do instead to manage revenue.

  • (00:00) - Introduction
  • (01:37) - The sales forecast
  • (05:49) - This is what the salesforecast is for
  • (08:21) - Tunnel vision
  • (11:56) - The GTM forecast
  • (17:00) - Building the GTM forecast
  • (20:11) - How do you put this together?
  • (25:05) - The rituals

    • Check out the bowtie post Toni mentioned here.
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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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