Zero Forecasting & Overinvesting in Biz Dev Seasons

Episode 60 of the You Can't Lose! podcast, hosted by Joe Rinaldi and Richard Banfield, titled "Zero Forecasting & Overinvesting in Biz Dev Seasons" was published on January 31, 2025 and runs 47 minutes.

January 31, 2025 ·47m · You Can't Lose!

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Summary

There's a few big ideas in this week's episode. Richard makes a strong case that Pipedrive weighted outcome forecasting for open opportunities and leads is steering you wrong. It's 0% forecastable revenue until the check clears.Joe says tracking sales quarterly sets you up to fail. There are two selling seasons and two off-seasons every year, plan accordingly.Richard and Joe both illustrate how digital agencies in particular under-invest in sales, biz dev, and marketing. They discuss why this happens, the risks and challenges that follow, and alternatives worth exploring.

Episode Description

There's a few big ideas in this week's episode.

Richard makes a strong case that Pipedrive weighted outcome forecasting for open opportunities and leads is steering you wrong. It's 0% forecastable revenue until the check clears.

Joe says tracking sales quarterly sets you up to fail. There are two selling seasons and two off-seasons every year, plan accordingly.

Richard and Joe both illustrate how digital agencies in particular under-invest in sales, biz dev, and marketing. They discuss why this happens, the risks and challenges that follow, and alternatives worth exploring.

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