Why Forecasting Fails — And How AI Fixes It

In this episode, Jake is joined by revenue leader Chris Casula for a highly tactical conversation on how AI is transforming pipeline management, forecasting accuracy, and GTM productivity.

Chris shares hard-won insights from managing enterprise and transactional sales teams, and breaks down why forecasting has historically been the “bane of sales” — and why it’s not the reps’ fault.

You’ll also hear real examples of how AI surfaces buying signals, identifies bottlenecks in the sales process, improves win rates, and enables managers to coach more effectively.

In this episode, we cover:
• Why traditional forecasting models fail
• Which AI signals improve top-of-funnel accuracy
• How to identify hidden deal risks with AI
• Why deal reviews are the first workflow leaders should automate
• A new way to think about pipeline coverage
• The mindset shift every sales leader must make in 2025
• What predictable revenue will actually look like by 2026

If you’re a frontline rep, manager, or revenue leader looking to drive predictable revenue and adopt AI the right way, this episode will give you one clear takeaway you can act on today.