#219: Salesforce legend Phil Cleary on Why Sales Forecasts Are Breaking in 2026, and why Revenue Enablement Fails Without Commercial Architecture
The B2B PlaybookShow Notes
Revenue leaders don’t trust their pipeline anymore. In this episode, we sit down with Phil Cleary – 20+ year Salesforce veteran and co-lead of the Revenue Enablement Society – to unpack what’s really happening inside revenue teams right now.
We break down why forecasts are slipping, why pipeline feels fabricated, and why traditional sales training isn’t fixing behaviour.
This is a deep dive into revenue enablement strategy at the leadership level.
We cover: + Why buyers are frozen (FOBO from FOMO) + The 2x2 coaching model every sales leader should use + Why “software with a service” is the future of SaaS + How behaviour, identity, and mindset drive real adoption + Why you are your calendar
If you lead sales, marketing, or revenue teams – this conversation will challenge how you think about enablement.
Tune in and learn: + How to fix forecast uncertainty + How to build behaviour-led performance + How to align revenue teams around real commercial oversight
If you care about predictable revenue, commercial common sense, and long-term alignment – this one’s essential.
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00:00 Why Revenue Leaders Are Losing Confidence in Their Forecast 04:40 FOMO vs FOBO: Why Buyers Are Frozen 08:10 Is Your Pipeline Fake? 11:20 Revenue Retention Is Changing Sales Behaviour 14:00 Why Commercial Handover Is Broken 16:20 The Smash-and-Grab Sales Problem 19:50 The 2x2 Coaching Framework 22:30 Toxic High Performers 25:00 What Good Behaviour Looks Like 29:30 Why Training Fails 31:00 The Kirkpatrick Model 33:10 Specialisation in Sales Teams 36:10 Thinking Like a Franchise Owner 39:40 You Are Your Calendar 42:10 Growth Mindset in Revenue Teams 48:20 SaaS vs Software With a Service 54:30 Crossing the Chasm 01:00:10 Revenue Enablement Society 01:04:00 The Art and Science of Leadership
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S08 E219 - The B2B Playbook #b2b #b2bmarketing #digitalmarketing #demandgeneration #salesleadership #salesadvice #revenueenablement
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