How SMART CROs are Building Predictable Pipelines and Forecasts
Missing quarterly goals and experiencing wild swings in sales performance are rarely just pipeline problems.
For CROs leading organizations with more than 10 sellers, the deeper challenge is understanding risk early enough to improve the outcome. Too often, teams rely on pipeline coverage, forecast categories, and commit reviews that create the appearance of control without reliably improving sales.
In this conversation, David Bush interviews Bill Kantor, CEO & Founder of Funnelcast, on a different approach to forecasting and sales management, one focused not on scrubbing the commit, but on understanding uncertainty, improving focus, and maximizing sales.
The discussion will explore why traditional forecasting approaches often fail to surface pipeline deterioration until it is too late, and how modern CROs can use probabilistic forecasting and sales math to better understand what is likely to happen, where risk exists, and which actions are most likely to improve outcomes.
Topics include:
• Why pipeline coverage and forecast rollups often create more noise than insight
• The difference between reporting pipeline and understanding sales risk
• Why win rates are more nuanced—and more important—than most organizations realize
• How to identify where focus can have the greatest impact on revenue
• Ways to improve forecast realism without optimizing for “safe” outcomes
• How stronger forecasting frameworks can support better hiring, planning, and resource allocation decisions
• Why the goal is not perfect prediction—but improving the odds of a better outcome
Who should watch this video?
This session is designed for CROs, RevOps leaders, and GTM executives looking for a more rigorous and practical approach to forecasting, pipeline management, and sales optimization.
FOR MORE INFORMATION, PLEASE CONTACT:
Bill Kantor | CEO, Founder
Funnelcast.com
617-901-3022