Podcast Episode 19: From Hopecasting to Forecasting: Building a Predictable Revenue Engine
In this episode of Driving Growth, host Steve Whittington tackles one of the biggest challenges in B2B sales: the difference between forecasting and “hopecasting.”
He breaks down how to move from intuition-driven projections to math-based, measurable forecasting systems built on deal velocity, close rates, and retention data. With practical insights on how to map growth from existing accounts and fill pipeline gaps, Steve shares a clear roadmap to turn revenue goals into predictable outcomes.
Episode Takeaways:
- Most sales teams don’t forecast — they “hopecast.” Steve highlights that relying on gut feelings or optimism leads to unpredictable revenue, while true forecasting starts with math, systems, and measurable inputs.
- Data reveals your growth levers. By analyzing deal velocity, close rate, churn, and expansion opportunities, teams can pinpoint exactly where to focus to drive consistent performance.
- Start forecasting from your existing accounts. Instead of chasing new business to hit arbitrary targets, build projections based on real customer behaviour, renewal patterns, and upsell potential.
- Forecasting creates clarity and accountability. A solid forecast isn’t just a spreadsheet—it’s a communication tool that aligns leadership, sales, and marketing around what’s achievable and what must change to get there.
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Learn More and Apply NowIf you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.
- Apple Podcasts: https://podcasts.apple.com/podcast/id1798562608
- Spotify: https://open.spotify.com/show/7oPqQgSxiCjI9hlopITT1x?si=cbbd8ed459c248eb
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