Predicting the outcome of a deal is like predicting a tornado. If you say, “There’s a tornado coming -- I know because I can see it,” no one’s impressed. The same is true for a deal that’s obviously very close to closing.
On the other hand, if you say, “There’s a tornado coming in the next half hour -- I know because of these X conditions,” you give everyone a chance to prepare. It’s the same as anticipating the likely outcome of a sales opportunity ... Read More