Fixing the Forecasting Problem in Manufacturing Sales

In this episode, our guest Liz Heiman talks about why sales forecasting in manufacturing is often far less disciplined than production, and what leaders can do to fix it.

Liz shares why many companies still treat sales like a black box, how poor process discipline affects forecasting, and why momentum is one of the most overlooked drivers of deal health.

Together, they explore how strategy shapes sales execution, why common language matters inside the CRM, and how one-on-one funnel reviews create the quality control most teams are missing.

In this episode, you’ll learn:

• Why manufacturing tolerates more forecasting error than operational error
• How to use sales math and conversion rates more effectively
• Why momentum matters more than outdated pipeline snapshots
• How strategy should shape both account growth and net new business
• Why common language in the CRM improves trust in the forecast
• How funnel reviews become quality control for sales

Listen in to learn how to make sales more predictable, measurable, and manageable.