The Art of Sales Forecasting: How to Predict Revenue to the Dollar Using Value-Based Methods

The B2B Revenue Executive Experience

In this episode of The B2B Revenue Executive Experience, host Cory welcomes two powerhouse guests: Roland Griesmayer, Head of Revenue at GHD Digital, and Tony Cascio, Managing Partner at ValueSelling Associates. Together, they reveal how they transformed a 100-year-old engineering firm into a forecasting machine that hits quota to the dollar for six straight quarters.

What You'll Learn:

• How to build a high-performance SaaS startup inside a traditional engineering company
• Why "money follows problems" is the golden rule of value-based selling
• How to get your CEO using ValueSelling terminology in deal reviews
• The three pillars of credibility: rapport, trust, and cementing your position
• Why inspiring beats inspecting when it comes to sales leadership
• How to transition from command and control to trust and collaboration
• The secret to forecasting revenue accurately quarter after quarter
• Why being prepared is the foundation of all sales credibility
  

Roland Griesmayer is the Head of Revenue at GHD Digital, the digital services arm of the global engineering powerhouse GHD. With a proven track record of scaling sales organizations from $0 to $5M, $0 to $20M, and $20M to $140M, Roland has mastered the art of revenue growth across SaaS, public sector, and professional services. His career spans leadership roles at Birdview PSA, Infotech Research Group, and Tyco, where he learned the hard lessons that now drive his coaching philosophy.

Tony Cascio brings over 25 years of sales and leadership expertise to the table. As Managing Partner at ValueSelling Associates and Executive Advisor at Cascio Group, Tony has guided everyone from startups to Global 500 companies through sales transformations using the ValueSelling framework he perfected during his 18-year career at Gartner. He also serves as Senior Advisor at Mars Discovery District, where he mentors high-growth ventures on scaling for sustainable success.

Now that you know how to build a value-driven sales organization that forecasts to the dollar, discover the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.

Learn more about Roland and Tony

• Roland Griesmayer on LinkedIn
• GHD Digital Website
• Tony Cascio on LinkedIn
• ValueSelling Associates Website
• Cascio Group Website

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Previous guests include: Eric Shaver, Managing Partner at Kensei Partners, Harry Spaight, Founder of the Selling with Dignity, Jeroen Corthout, Co-Founder at Salesfare

Check out our three most downloaded episodes:

• Episode 189: 5 Things CRM Software Should Help You Do w/ Jeroen Corthout
• Episode 299: How to Break the Used Car Salesperson Stereotype with Harry Spaight
• Episode 301: From Tech Sales to Business Conversation with Eric Shaver

Ready to Join the Conversation? Click fame.so/vsa-guest to apply. Tell us about your expertise, experience, and why you’d make an exceptional guest on the B2B Revenue Executive Experience podcast. We can’t wait to explore the insights and strategies that make you a leader in the revenue space.
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