Sales forecasting is broken in most startups.Not because leaders don’t care —But because no one actually teaches how to do it properly.Full episode: https://youtu.be/u-7Zve607yM?si=-VOuHMmXiL3GWb9ZIn this Best Bits episode of What Makes You Tick: Tech Leaders Career Stories, we break down why forecasting fails, how “poopy pipelines” happen, and what it really takes to build a predictable, scalable revenue engine.Featuring Lindsay Rios, Fractional CRO and GTM Yapper, this clip gets right into one of the most misunderstood (and high-stakes) parts of running a SaaS business: accurate sales forecasting and pipeline management.What you’ll learn:– Why most sales forecasts are wrong (and keep being wrong)– The real reason pipeline reviews don’t work– How poor forecasting kills trust between founders, boards, and GTM teams– The difference between hope vs. data-driven pipeline management– How to coach reps to own their number (instead of guessing it)– Why forecasting is a leadership problem first, process problem secondWho this is for:If you are:– A Founder or CEO trying to build predictable revenue– A Head of Sales / CRO under pressure to hit the number– Scaling from founder-led sales → structured GTM– Tired of “best case / commit / upside” theatreThis will hit hard.This isn’t about better spreadsheets.It’s about building a culture where people tell the truth about the number — early enough to fix it.👉 Want to go deeper?Find out how Lindsay can help: https://www.lindsayrios.com/Connect with Lindsay Rios on LinkedIn https://www.linkedin.com/in/lindsayrios/Follow Richard Washington on LinkedIn: https://www.linkedin.com/in/richwash/Read the Growth Magnet newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes great operators actually tick.#SalesForecasting#StartupGrowth#SaaS#GTMStrategy#RevenueLeadership

Ask this episode

“What did the council decide on item 42?” — answered with the speaker and the moment.