Forecasting shouldn’t be a guessing game.But for most startups, it’s exactly that — a stressful mix of pressure, performance theatre, and leadership misalignment.In this episode, I sit down with Lindsay Rios — a sales leader, operator, and coach who’s helped GTM teams scale with heart and clarity. We unpack why forecasting fails so often in early-stage orgs, and what it really takes to build systems (and cultures) where reps, managers, and founders are all rowing in the same direction.This isn’t just about process.It’s about trust. Clarity. Ownership.And the confidence to lead when the data isn’t perfect.We cover:– Why most sales leaders are set up to fail at forecasting– How “pipeline policing” kills culture and trust– What founders need to own (and stop outsourcing) in GTM– Why emotional intelligence matters just as much as Excel– What a healthy, human sales culture actually looks like– How to stop managing through hope — and start leading with clarityIf you’ve ever lost sleep over a forecast, or felt like your team was faking confidence instead of building it — this one’s for you.Lindsay Rios brings lived experience, not just frameworks.Listen in. Real talk ahead.Find out how she can help https://www.lindsayrios.com/Connect with Lindsay on LIFollow Richard on LinkedIn: https://www.linkedin.com/in/richwash/Read Richard’s Newsletter Growth Magnet: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7083793079794556928Subscribe for more conversations that go beyond tactics — and into what makes the people who build startups tick.#SalesLeadership#Forecasting#StartupFounder#GTMStrategy#WhatMakesYouTick #WMYT #GTM #LindsayRios

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

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