012: Sales Forecasting 101: A Conversation With FullContact’s Mike Brouwer

On this edition of The Predictable Revenue Podcast, host Collin Stewart (flying solo this week) welcomes Mike Brouwer, VP of Sales at FullContact, a rapidly growing contact management software firm in Denver, Colorado.

Mike is a veteran sales leader - he’s led sales teams for the past 20 years, with a keen focus on the discovery phase of the sales cycle. His current boss introduces him as the “Oracle,” so I guess you can say he knows his stuff.

Collin and Mike go deep on sales forecasting, the power of embarrassment, setting realistic expectations to the C-Suite and Mike’s specific methodology (“the Brouwer Methodology”). Highlights include: presenting to the board (12:00), confronting failures (12:50), and Mike’s detailed sales stages vs. sales forecast methodology (23:50).