Companies rely on their sales pipeline to forecast future revenue, but most struggle with developing accurate forecasts. This is challenging for companies that are project-based and rapidly growing in their core market, or who are pursuing adjacent markets. Ajay Patel explains why this has been a persistent problem but gives guidance to more accurately forecast revenues.
1. Introduction
Introduction
2. How Forecasts are Traditionally Calculated
How Forecasts are Traditionally Calculated
3. Wrestling with Uncertainty
Wrestling with Uncertainty
4. The Sales Pipeline
The Sales Pipeline
5. Simulating Realistic Futures
Simulating Realistic Futures
6. Timing: The Hidden Third Parameter
Timing: The Hidden Third Parameter
7. The New Expected Value Formula
The New Expected Value Formula
8. Improved Revenue Forecasting using the New Expected Value Formula
9. Implementation Guidance
Implementation Guidance
Appendices
Appendix A
Appendix B
About the Author
Acknowledgements
Acronyms & Abbreviations
Glossary
Foreword
