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SERIOUSLY, DON’T TRUST A FORECAST BUILT ON ACTIVITY
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A sales forecast built on activity is not a forecast.
It is a story your CRM is making look like math.
In this episode of Seriously, Don’t Do That, Dan Griffith breaks down why healthy-looking pipeline can collapse under inspection, especially when the forecast is built on default close dates, rep-entered activity, vague stage definitions, and buyer movement nobody has actually verified.
The story starts with a founder preparing for a Series B board meeting.
The CRM showed 41 open opportunities and $4.3M in weighted pipeline.
It looked fine.
Then the close dates told the real…
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