Deal Qualification is the Key to Sales Forecasting
Join Michael Muhlfelder, an experienced B2B sales leader, as he unpacks why bad qualification is the root cause of missed forecasts—and how to fix it. If you’ve ever been blindsided by slipping deals, inaccurate pipeline numbers, or unreliable forecasting, this session delivers a proven framework to regain control.
Key topics include:
Why AI Won’t Fix Bad Sales Processes – The limitations of AI in sales forecasting and why human behavior remains unpredictable.
Common Forecasting Myths & Mistakes – The dangers of relying on 3x pipeline models, outdated qualification methods like BANT, and misattributing lost deals.
Shifting from an Ideal Customer Profile (ICP) to an Ideal Opportunity Profile (IOP) – Why your pipeline should be built on real buying triggers, not just demographics.
A New Approach to Qualification – How to replace traditional qualification with conversational qualifying that uncovers true buyer intent.
The Pipeline Audit Every Sales Team Needs – How to requalify existing deals using four key questions and eliminate 50%+ of unqualified pipeline bloat.
