Forecast the Buying Process, Not Hope

A close date is a guess until the buyer’s process is visible. Managers do not create accuracy by demanding confidence. They create accuracy by asking for evidence. What Counts as Evidence A named approver, a scheduled security review, a procurement intake number, a signer deadline, or a mutual action plan accepted by the buyer. What Does Not Count “Seems good,” “verbal yes,” “legal has it,” and “they want to move fast.” These may be true, but they are not process evidence. Coaching Move Keep the rep on the same side as you: “I am not asking whether you believe it.…

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