#219: Salesforce legend Phil Cleary on Why Sales Forecasts Are Breaking in 2026, and why Revenue Enablement Fails Without Commercial Architecture
The B2B Playbook · 2026-02-15 · 1h 7m
Episode notes
Revenue leaders don’t trust their pipeline anymore. In this episode, we sit down with Phil Cleary - 20+ year Salesforce veteran and co-lead of the Revenue Enablement Society - to unpack what’s really happening inside revenue teams right now. We break down why forecasts are slipping, why pipeline feels fabricated, and why traditional sales training isn’t fixing behaviour. This is a deep dive into revenue enablement strategy at the leadership level. We cover: + Why buyers are frozen (FOBO from FOMO) + The 2x2 coaching model every sales leader should use + Why “software with a service” is the future of SaaS + How behaviour, identity, and mindset drive real adoption + Why you are your calendar If you lead sales, marketing, or revenue teams - this conversation will challenge how you think about enablement. Tune in and learn: + How to fix forecast uncertainty + How to build behaviour-led performance + How to align revenue teams around real commercial oversight If you care about predictable revenue, commercial common sense, and long-term alignment - this one’s essential. - Links + CTAs -
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