DEFEND
A percentage is not evidence.
Build the forecast from deal evidence, risk, path to close and Next Best Move — not from optimism.
The forecast chain
Every number has a chain behind it.
Methodology
Assumed
Indicated
Validated
Evidenced
Walk in with receipts
The forecast call becomes a briefing.
The seller arrives with evidence, risk and the path to close — not a number and a hope.
Leader payoff
Useful seller guidance drives adoption. Better evidence improves forecast credibility. The forecast stops being a negotiation and starts being a conversation about the deal.
Know what to do next
Forecast with evidence.
Build the number from the deal, not the other way around.