136. The Hidden Pipeline Flaws That Are Ruining Your Revenue Forecasts w/ Marcus Houston

Episode notes

Sales pipeline management isn’t about tracking revenue. It’s about understanding what’s really happening inside your funnel before deals are won or lost. Most sales leaders are looking at the scoreboard when they should be studying the game. In this episode of the B2B Sales Trends Podcast, Harry sits down with Marcus Houston, SVP Customer Growth and Business Development at Transportation Insight, to unpack how top performing sales organizations use sales pipeline management, revenue forecasting, sales coaching, and revenue operations to improve forecast accuracy and drive consistent growth. Marcus shares why revenue is a lagging indicator, how hero deals distort reality, and what modern B2B sales leadership looks like when you measure the health of the entire funnel rather than just the outcome.

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