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Business Reality ReviewThe Forecast Illusion – and How to Break It Companies love numbers.They love dashboards, forecasts, probabilities, funnels, pipelines, and reports.And yet they keep failing at the exact same point: The numbers look plausible – but reality does...
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IntroductionMany discussions about go-to-market, forecasts, methodologies, or sales playbooks revolve around symptoms.Numbers, processes, tools, models. This article goes one level deeper. It describes the underlying fallacy that connects all of these topics: the...
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The Problem Is Not That Forecasts Are Wrong – but That They Are Built Wrong Forecasts are necessary. Companies have to make decisions about the future.Investments, capacity, priorities, risk. None of this works without looking ahead. So the problem is not that...
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Why Modern Sales Organizations Love Numbers – and Fear Reality It starts innocently enough. A new CRM.A new field.A new framework. Salesforce, HubSpot, and others offer it.Everyone else is doing it. So we do it too. BANT. MEDDPICC. Sandler. Challenger. SPIN / Gap.MQL....
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A Sales Playbook Is Not Enablement – It Is a Mirror of the Organization Sales playbooks are the fetish of modern sales organizations.Everyone wants one.Everyone talks about it.Hardly anyone uses it.And everyone wonders why. The Playbook Is Rarely the Problem...
