Improving Forecast Accuracy

In this episode, James Bissell sits down with James Matthews, Chief Commercial Officer at Connectd, to unpack what really happens when sales professionals progress from SDR to leader, and why so many revenue teams struggle when they scale.

James Matthews shares candid insights from his journey in venture-backed businesses, explaining why hiring more AEs is not a strategy, why forecasting breaks when fundamentals are weak, and why many revenue leaders cannot properly define their ICP beyond surface-level firmographics.

James Bissell and James Matthews explore the chaos that often comes with rapid growth, the pressure from boards and investors, and the dangerous “spreadsheet business” mentality that ignores market reality. They also discuss why AI has not made GTM easier - as most teams are using it incorrectly - and why repeatability and predictability must come before scale.

For anyone progressing from SDR to leadership, or currently leading a revenue team under growth pressure, this episode offers a grounded, practical blueprint for building predictable growth without burning out your team, or your forecast.

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