Skip to main content

Forecastable

Our Latest

GTM Insights

The latest insights on the most effective go-to-market strategies

Our Founder’s Latest Insights

Blogs on Sales Reps & Sales Development

Forecastable's Education Center

The best advice on building partner programs that produce forecastable revenue.

Latest Post

Latest Post

Partnerships leader reviewing work from one shared AI team that supports every partner manager in the program

One AI Team for Your Partner Program, Not One Per Partner Manager

Giving every partner manager their own AI tool doesn’t add up to a program. Here is why one AI team, with shared data, shared rules and human approval, works better, and how to bring your own agent.

Read Article

Editor's Picks

Partner Channel Marketing: What It Is and How It Works

Short answer Short answer: Partner channel marketing is marketing you run with and through your partners to reach their customers, instead of only marketing direct to your own. It covers co-branded campaigns, through-partner demand generation, market development funds, and partner enablement content, and it works when it is tied to a sales motion and to […]

Channel Marketing Best Practices That Actually Work

Short answer Short answer: The channel marketing best practices that hold up are the ones that tie every joint activity to attributable pipeline: a real joint value proposition, funds tied to outcomes, plays that fit the partner’s audience, agreed lead routing, and attribution that shows what produced. They work because they treat channel marketing as […]

Partner Marketing Program: What It Is and How It Works

Short answer Short answer: A partner marketing program is the structured way you plan, fund, and run demand generation together with your partners so both companies create pipeline neither would create alone. It works when the joint activity produces attributable pipeline and both sides can see it, and it fails when it turns into logo […]

A founder, a sales leader, and a partnerships lead at a table mapping the parts of a go-to-market motion on a single sheet, channels drawn as columns, deep navy and warm amber palette

B2B Go-To-Market: The Anatomy of a Modern Motion

Short answer Short answer: B2B go-to-market is the complete motion a company uses to get a product in front of the right buyers and turn their interest into revenue, spanning who you target, how you position, which channels you use, and how you measure it. It is not a launch plan or a marketing campaign, […]

Read Article
A founder interviewing an appointment setting vendor over video while scoring the provider against a requirements checklist with a target account list on the desk, deep navy and warm amber palette

Appointment Setting Services: What to Look For

Short answer Short answer: Appointment setting services are providers that book sales meetings with target buyers on your behalf, so your closers can focus on selling. They work when the provider is paid for qualified meetings that convert, and they fail when they are paid per meeting and deliver a calendar full of calls your […]

Read Article
An SDR on a headset booking a qualified meeting while a manager reviews the target account list and a calendar of booked discovery calls on the wall, deep navy and warm amber palette

B2B Appointment Setting: What It Is and How It Works

Short answer Short answer: B2B appointment setting is the work of booking qualified meetings between your sales team and target buyers, so closers spend their time selling instead of prospecting. It works when the meetings are qualified and the handoff is clean, and it fails when it books any meeting it can to hit an […]

Read Article
A go to market consultant working through a segment and channel plan on a whiteboard with a founder, a 90 day plan and a target account list taped up beside them, deep navy and warm amber palette

Go to Market Consulting: What It Is and When You Need It

Short answer Short answer: Go to market consulting is outside help with the decisions that decide whether a product sells: who you target, how you reach them, how you price, and how you measure it. It works when the consultant leaves a motion your team can run, not a slide deck. Here is the position. […]

Read Article
Two sales leaders at a table comparing an inbound funnel chart and an outbound target account list side by side on printed sheets while planning the quarter, deep navy and warm amber palette

Inbound vs Outbound Sales: The Real Difference

Short answer Short answer: Inbound vs outbound sales is the difference between buyers coming to you and you going to buyers. Inbound captures demand that already exists; outbound creates conversations with accounts that have not raised their hand. It is not a camp you join, and treating it that way is how teams end up […]

Read Article
A RevOps lead and a sales manager comparing pipeline management software on two screens, scoring each tool against a printed requirements list on the desk, deep navy and warm amber palette

Pipeline Management Software: How to Choose It

Short answer Short answer: Pipeline management software is the system of record where your deals, stages, and forecast live, and the right one makes inspection easy rather than just storing deals. It works when it enforces honest stages and clean data, and it fails when it becomes an expensive place to keep an optimistic list. […]

Read Article
A sales operations lead walking a new rep through each sales pipeline stage on a wall board, with exit criteria written next to every stage and a live deal moving across, deep navy and warm amber palette

Sales Pipeline Stages: What They Are and How They Work

Short answer Short answer: Sales pipeline stages are the defined steps a deal passes through from first contact to closed, each marking a real point in the buyer’s decision. They work when each stage is tied to evidence the buyer gave you, and they fail when they describe what the seller did instead of what […]

Read Article
A sales manager and two account executives running a weekly pipeline review against a deal board on a wall monitor with exit criteria noted beside each stage, deep navy and warm amber palette

Sales Pipeline Management: What It Is and How It Works

Short answer Short answer: Sales pipeline management is the ongoing discipline of inspecting your deals, keeping each stage honest, and acting on what the pipeline tells you before the quarter ends. It works when the review drives decisions, and it fails when it becomes a status meeting where everyone reports and nobody changes anything. Here […]

Read Article
An SDR and a sales manager reviewing a target account list and a call-block calendar on a shared monitor during an outbound sales planning session, deep navy and warm amber palette

Outbound Sales: What It Is and How to Do It Well

Short answer Short answer: Outbound sales is the motion where your team starts the conversation, reaching out to target accounts that have not raised their hand yet. It works when it is built on a tight account list, a specific reason to call, and disciplined follow-up, and it fails when it is volume for its […]

Read Article
A founder and a sales leader mapping pipeline stages on a whiteboard with sticky notes for each deal stage and a target account list on the table, deep navy and warm amber palette

How to Build a Sales Pipeline: A Step by Step Guide

Short answer Short answer: How to build a sales pipeline comes down to four moves: define who you sell to, set stages that match how buyers actually buy, feed the top with sources you can repeat, and inspect it like a system. It works when the stages reflect buyer behavior, and it fails when they […]

Read Article
1 … 5 6 7 8 9 … 70

Why wait?

Drive In-Quarter Impact

Whether starting with a single sales team or a single partner, any co-sell motion can be live in 2-4 weeks.