Signal B2B
Forecasting Methods
Why Stage-Based
Forecasting Always
Gets It Wrong
Moving a deal to 'Proposal' doesn't
mean it's 60% likely to close.
signalb2b.io
Stage: Discovery
→
Rep optimism: 80%
Stage: Proposal
→
Real close rate: 31%
Stage: Negotiation
→
Slippage: 47%
Signal-weighted
→
Accuracy: +38%
Behavioral data
→
Replace stage alone