{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Surviving Sales Leadership","title":"The Questions You're Not Asking That Kill a Forecast in 5 Minutes","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/5fde6fbd\"></iframe>","width":"100%","height":180,"duration":2077,"description":"Most sales leaders have sat across from a rep who's fully convinced a deal is closing. Champion engaged. Proposal out. Close date locked.And they're wrong.Richard Smith sits down with Chris Lingenfelter (VP Sales & CS, Level Up) and Nigel Arthur (former MD and SVP Sales, enterprise SaaS - now coach at MySalesCoach) to show exactly what separates pipeline from forecast - and how fast the difference becomes obvious when you ask the right questions.They cover why emotion is the single biggest killer of forecast accuracy, what entry/exit criteria your CRM stages are probably missing, and why a rep who \"feels really good\" about a deal is a red flag, not a green light.The session ends with a live deal review. Richard plays the rep. Nigel and Chris ask five questions. The deal doesn't make the forecast.Find out which questions did it.","thumbnail_url":"https://img.transistorcdn.com/LjYYpjxfWT8Ijdm1_ZBcIxH8nIjJOWCpRnTWkBRj9WY/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iYTFl/ODIwMmQ2NjAzNTZl/YTE5MmIyMDRhZDQ3/NGNmMC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}