Forecast Lies - When “On Track” Still Means You Miss the Quarter
In this episode of MATCH B2B Insights, Benny Fluman, Dan Mercer, Brian Newman, and Brenda examine why forecasts that look accurate often fail in execution.
The pipeline appears strong, stages are updated, and the numbers seem logical, yet only weeks into the quarter the plan starts to drift. The issue is not visibility but assumptions that no longer reflect reality. Conversion rates change, sales cycles extend, and stage definitions lose meaning, while the forecast continues to present confidence.
The discussion explains how deals marked as commit often rely on optimism rather than real…
The skinny
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