In Episode 39 of Altar of the Demo Gods, Keith Wilson and John Morton dive into the critical topic of sales forecasting and why it’s a make-or-break element for any company, especially startups. The hosts discuss the importance of accurately forecasting revenue and how failing to do so can lead to catastrophic results, particularly for startups relying on investor confidence.

John, who’s especially passionate about sales forecasting, explains how startups and established companies alike depend on forecasting to track revenue goals, and how it directly affects the confidence of investors, stakeholders, and leadership teams. Keith and John also delve into the sales process, outlining how sales opportunities move through different stages of the funnel, from marketing qualified leads (MQLs) to sales qualified leads (SQLs), and how this progression informs forecasting accuracy.

Keith highlights how important it is to use historical data to inform predictions and avoid "happy ears" when forecasting deals. Both hosts emphasize the significance of maintaining alignment between sales efforts and genuine customer pain points, ensuring that deals are forecasted based on realistic data, not just optimism.

Key Topics Discussed:

• The dangers of inaccurate sales forecasting for startups and established companies.
• Understanding the stages of the sales funnel: MQLs, SQLs, and beyond.
• How to apply data-driven insights to forecast more accurately.
• Role-playing scenarios for better forecasting conversations between AEs and sales leaders.
• The importance of tying forecasts to real customer pain and business problems.

In Episode 38 of Altar of the Demo Gods, Keith Wilson and John Morton explore the art of competitive analysis in sales engineering. They kick off the episode by reflecting on last week's deep dive into the perils of business travel and how they've evolved in their approach to achieving travel status. Shifting gears, they focus on the critical role of understanding competitors in the sales process.

The duo discusses practical strategies for gathering competitive intelligence, whether through direct observation at industry events, reviewing public resources, or simply engaging with existing customers. They also delve into the importance of framing your competitive edge in a way that highlights what your product does the same, what it does better, and what it doesn’t do at all. The goal? To equip you with the knowledge needed to effectively lay traps, differentiate your product, and ultimately win the sale.

Listener Questions: Keith and John also tackle a listener's question on maintaining a balance between being technical and being customer-focused as a sales engineer, offering advice on continuous learning and applying technical knowledge in a customer-centric way.

Key Topics Discussed:

• Reflections on the previous episode about travel woes and status.
• Competitive analysis: What it is, why it’s important, and how to gather intel.
• The significance of battle cards in competitive analysis.
• Strategies for positioning your product against competitors.
• Balancing technical knowledge with customer focus in sales engineering.

In this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive into the unexpected chaos of the recent CrowdStrike incident that disrupted travel plans worldwide, including John's personal trip to Aruba. As they recount the challenges of navigating airport delays and airline mishaps, they pivot into a broader discussion about the travel hacks and tips that every sales engineer and frequent traveler should know. Whether you're a seasoned road warrior or prepping for your first business trip, this episode offers practical advice to make your journeys smoother.

Keith and John also share their experiences with airline and hotel loyalty programs, debating whether the perks are worth the effort. From the value of having status to the unexpected downsides, they explore how travel has changed in recent years. They also offer some light-hearted moments, including an amusing late-night hotel experience that’s sure to make you chuckle.

Key Topics Discussed:

• The CrowdStrike incident and its impact on travel plans.
• Airline and hotel loyalty programs: Are they still worth it?
• Practical travel tips for sales engineers and frequent flyers.
• The importance of quality of life while traveling for work.
• Personal stories of travel mishaps and lessons learned.