Live masterclass
A Better Way to Improve Win Rate, Forecast Accuracy and Revenue Growth
Most organisations know what their sales teams have done. Far fewer know what is really happening inside the customer’s organisation — who influences the decision, whether stakeholders are aligned, what risks remain and whether the customer is genuinely moving forward. This blind spot is why promising opportunities stall, important bids are lost and forecasts become unreliable. In this practical masterclass, you will learn how buying-behaviour insight can help you strengthen the bid you need to submit today, identify cross-selling and growth opportunities, develop more effective go-to-market strategies and improve sales forecast accuracy. The shift is simple but powerful: stop looking only at your sales process and start understanding your customer’s decision process.
Your hosts
Joerg Erlemeier · Antti Leijala
- Date
- August 19, 2026
- Time
- 17:00 – 18:00 CEST
- Format
- Online, MS Teams
- Language
- English
What we will cover
What we will explore together
- 01
Improve win rate by understanding how customers decide
Learn how to improve win rate and forecast accuracy without immediately increasing lead volume or launching a major CRM programme. You will be introduced to a practical, buyer-led approach that helps you: understand how customers really make decisions; recognise whether an opportunity is genuinely progressing; identify stalled decisions, missing stakeholder alignment and hidden risks earlier; turn deal insights into better opportunity reviews and continuous weekly learning.
- 02
Understand what has changed in modern B2B buying
Discover: why B2B buying has become harder — with larger buying groups, more internal alignment, greater perceived risk and more opportunities ending in “No Decision”; which observable buying behaviours indicate genuine customer commitment and decision progress; why sales activity alone is not reliable evidence that a deal is moving forward; how buying-behaviour insight can strengthen sales, forecasting and wider commercial decision-making.
- 03
See buying-behaviour insight in action
Through three practical use cases, you will learn how buying-behaviour insight can help you: improve your chances of winning the bid you need to submit today; unlock cross-selling opportunities and build stronger go-to-market strategies; stop guessing and improve sales forecast accuracy. The central lesson: great companies don’t just manage their sales process — they understand, and help progress, their customers’ decision process.
- 04
Apply the insights to your own business
We close with an open Q&A and discussion. Bring your own questions, challenges and examples from your business. This is your opportunity to explore how buying-behaviour insight could be applied in your organisation and receive direct, practical feedback from experienced commercial leaders and operators.
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