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Forecastable Blog

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A diverse group of coworkers collaborating around a table, reviewing documents and a laptop with smiles and engagement.

*Sales Managers:* Winning Partner-Involved Deals Through Situational Tag Teaming

Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]

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Editor's Picks

Featured image for Forecastable blog post on mdf programs

MDF Programs That Generate Real Pipeline (Not Just Activity)

Most MDF (Market Development Funds) programs in B2B SaaS waste 50 to 70 percent of their budget. The waste isn’t because the budget is too large. It’s because MDF gets framed too narrowly as marketing money and gets allocated to partners who can’t or won’t run the activity that generates pipeline. The defensible MDF model […]

Featured image for Forecastable blog post on joint demand gen

Joint Demand Generation: How to Run Co-Marketing That Converts

Joint demand-gen campaigns with partners produce 2x to 4x the ROI of solo demand-gen when designed correctly. They produce 0.5x or worse when designed wrong. The difference comes down to four design decisions: shared ICP definition (not “everyone we both sell to”), single owner accountable for execution (not “joint ownership”), pipeline attribution captured at the […]

Featured image for Forecastable blog post on content syndication

Partner Content Syndication: A Field Guide for B2B SaaS

Partner content syndication is one of the cheapest pipeline sources in B2B SaaS, but most programs underperform because they treat syndication as a logo-swap exercise rather than a structured demand motion. The defensible model: syndicate content into partner audiences only when the content is independently valuable to that audience, attribute leads at the syndication source, […]

A diverse group of coworkers collaborating around a table, reviewing documents and a laptop with smiles and engagement.

*Sales Managers:* Winning Partner-Involved Deals Through Situational Tag Teaming

Knowing how to leverage partners to win deals opens the door to endless opportunities. As a sales manager, fine-tuning the tag-teaming approach – strategically choosing which partners to bring in and why – can significantly impact your sales cycle. Being on the front lines lets you see how wins happen across the organization, build relationships […]

Read Article
Group of diverse professionals in a boardroom, discussing with laptops and documents on the table.

*Tactics* for Turning Fluffy Partner Meetings Into Revenue-Focused Conversations

Fluffy conversations, or as our CEO at Forecastable calls them, “squishy” discussions, lack what’s needed to push the needle forward and drive results in partner relationships. These conversations often hover around general inquiries about progress, with responses like “things are going well.” The partner managers then make broad assumptions about what ‘going well’ means. However, […]

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Two professionals shake hands over a table with printed charts and a tablet nearby.

*Frontline Sales Managers:* How to Know Which Partners Can Help or Hurt Your Team’s Deals

As a frontline sales manager, your team’s success can hinge on your ability to identify partners who can make or break your deals. The best way to gain this insight is through the experiences and observations of your sales reps. They know which partners stand out as valuable assets and which pose barriers to closing […]

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Businessman in a suit sits cross‑legged mid‑air with open arms; chaotic scribbles on the left give way to straight arrows on the right.

*Frontline Sales Management:* How to Systematically Drive Sales Team Success

A frontline sales manager’s mission is to attain team quota, which is usually a large number that’s split by a team of individual sales reps. If all reps attain their individual quotas, the manager’s number is also met. Simple, right? Ha! It’s not as easy as it sounds.  Why? Because every single sales professional has […]

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Person wearing black shoes stands at a fork in the road, arrows pointing left and right ahead of them.”

The Differences Between Decision *Process and Paper Process in B2B Sales*

Many sales organizations leverage the MEDDPIC sales qualification methodology. For those that don’t, it’s: Metrics Economic Buyer Decision Criteria Decision Process Paper Process Identify Pain Champion The two areas we’re focusing on are Decision Process & Paper Process. Decision Process: Before walking through all of the contracting paperwork, someone within the buying organization must first […]

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Calendar page with a red stamp circle and the word 'CLOSING' around the 15th; a white marker rests on the grid as a deadline reminder.

*Tips for Setting* the Initial Close Date in B2B Sales (with contest for sales managers to run)

That initial close date is one of the hardest dates to pick for most sales reps. Most think, “Who cares? It’s going to change anyway once we get into the deal.” And that may be the case, but if you try diligently to get as close to the mark as possible from day one, it’ll […]

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*Four Buyer Personalities in B2B Sales* and How to Communicate With Them

Have you ever been in a scenario where you didn’t respond quickly and you get that nudge from a prospect asking you where things stand? And in your head you’re like, “I promised that to you this morning…chill.” That can be frustrating, to say the least. Or maybe you’ve been in a scenario where you […]

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Businessman in a suit with multiple arms juggling tasks: talking on a corded phone, holding a tablet, a coffee cup, and a large clock symbolizing time management.

*First-Line Sales Management:* How to Empower Your Reps With the Ability to Systematically Win More Business

You need your reps to account plan and get their targets into highly-personalized outbound cadences as quickly as possible; preferably in the first two weeks of the year because the faster you start this process, the sooner a sales cycle starts, which means the sooner deals start closing, which maximizes the time you have available […]

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Person in a suit balances a large light bulb on one side of a seesaw with many small light bulbs on the other, symbolizing ideas and balance

*Sales Process:* How to Overcome the Level Playing Field That Is the B2B Buyer’s Journey

” SO, YOU MEAN TO TELL ME THAT IN THE UNITED STATES, WE’RE SPENDING OVER A TRILLION MARKETING DOLLARS ON GUIDING PEOPLE THROUGH THE FIRST TWO STAGES OF THE BUYER’S JOURNEY AND THEN 81.3% OF THE TIME WE’RE TURNING THAT LEAD OVER TO A SALES PERSON WHO ISN’T FULLY EQUIPPED TO BRING THE BUSINESS TO […]

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*When and How to Leverage Executive Alignment* in Enterprise Sales

Executive alignment is a verifiable agreement between a vendor’s executive team and the buyer’s on the outcome, scope, success criteria, and operating cadence of a deal. It is not a relationship; it is a written joint position that survives sales-cycle stress. Aligned deals close at higher rates and renew with…

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Crossbeam logo on a navy and amber editorial background representing the Valuation Certainty Framework five-lever business case for justifying Crossbeam to a CFO

Justifying Crossbeam: Building Your Internal Business Case

Build the internal business case for Crossbeam in three pieces: a five-lever diagnostic, conservative funnel math, and a staged rollout. CFO-ready.

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