6 Numbers Every B2B Revenue Leader Must Model (Part 2)

Sales forecasting for B2B teams starts with math, not hope. Steve Whittington breaks down the revenue bridge that turns last year's number and a whiteboard target into an engineered plan your team can actually execute.In part two of the Revenue Factory mathematical modeling series, Steve walks through how to combine your expansion rate, book of business, win rate, sales velocity, and average deal size into a top-down, bottom-up forecast. Then he shows how to cascade that number into pipeline coverage, marketing qualified lead volume, and per-motion efficiency — so every gap becomes a specific math problem with a specific fix.In this episode:• How to build a revenue bridge from existing book of business to annual target using expansion rate and account tiers• Using win rate, sales velocity, and average transaction size to calculate required pipeline coverage per quarter• Waterfall math for marketing qualified leads, conversion rates, and per-motion efficiency (trade shows vs. paid ads)• Why trade show leads may outperform Google Ads — and how to spot inefficient acquisition motions• How to translate all six revenue factory components into a simple scorecard your BD team can act on Monday morningDownload the Revenue Factory Toolkit at roadmapagency.com/podcast and start turning your forecasts into predictable growth!Subscribe today wherever you get your podcasts. New episodes are available on the first and third Wednesday of each month.LinkedIn: linkedin.com/company/weareroadmap/Instagram: instagram.com/weareroadmap/Facebook: facebook.com/weareroadmapYouTube: youtube.com/@roadmapagencyDriving Growth is produced by Morreale Digital.Follow Steve Whittington on LinkedIn: https://www.linkedin.com/in/sbwhittington/