Latest Blog Post
Fixing the Forecasting Problem in Manufacturing Sales with Liz Heiman
In this episode of The Art and Science of Complex Sales, our guest Liz Heiman shares why manufacturing companies often apply rigorous quality standards to operations while accepting major inconsistency in sales forecasting.
Drawing on her work with sales teams in manufacturing, Liz explains why many organizations still treat sales like a black box instead of a measurable, improvable process.
She explains why better forecasting starts with strategy, how momentum and common language improve pipeline visibility, and why sales leaders must bring real quality control into the CRM and funnel review process.
By Paul Fuller Read the article
