The Art of Sales Forecasting: How to Predict Revenue to the Dollar Using Value-Based Methods

Episode notes

In this episode of The B2B Revenue Executive Experience, host Cory welcomes two powerhouse guests: Roland Griesmayer, Head of Revenue at GHD Digital, and Tony Cascio, Managing Partner at ValueSelling Associates. Together, they reveal how they transformed a 100-year-old engineering firm into a forecasting machine that hits quota to the dollar for six straight quarters. What You'll Learn: How to build a high-performance SaaS startup inside a traditional engineering company Why "money follows problems" is the golden rule of value-based selling How to get your CEO using ValueSelling terminology in deal reviews The three pillars of credibility: rapport, trust, and cementing your position Why inspiring beats inspecting when it comes to sales leadership How to transition from command and control to trust and collaboration The secret to forecasting revenue accurately quarter after quarter Why being prepared is the foundation of all sales credibility Roland Griesmayer is the Head of Revenue at GHD Digital, the digital services arm of the global engineering powerhouse GHD.

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