You do not need more advice.
You need a system that turns your forecast into money you can count on.

Just install the Elite Sales Operating System™ and in 90 days you get a plus or minus 10 to 15 percent forecast you can defend to the board

THE REAL COST OF A BAD FORECAST

You told the board 1.2M.
You will deliver 680K.

That 520K gap is not just embarrassing. It is expensive. 

Every forecast miss:

• Destroys hiring plans
• Forces panic cuts or rushed spending
• Knocks a turn off your valuation multiple

At 10M ARR, one extra turn on your multiple is 10M in enterprise value.

Quarter after quarter of missed numbers erodes your upside and makes you vulnerable.

Your gut is telling you the truth. 

You felt it weeks ago, long before anyone said it out loud. You knew the forecast was inflated, but you could not prove it without sounding incompetent.

This is not a personal failure.
The failure is structural.
And it is fixable.

WHY YOUR CURRENT SYSTEM CANNOT PROTECT YOUR MONEY

Every 2M to 15M ARR SaaS company hits the same wall.

Weighted pipeline forecasting was built for large enterprises with thousands of deals and stable win rates. In your world:

• Close dates are guesses
• Stage percentages are invented
• Commit is whatever the rep feels confident about
• Best Case is whatever they hope will happen
• Pipeline is everything else

Your visibility is an illusion.
Your risk is real.

On paper, weighted pipeline looks sophisticated. In practice, it creates 35 to 60 percent error.

You are not forecasting. 
You are gambling with your burn, your headcount, and your valuation.

THIS IS NOT A PEOPLE PROBLEM. IT IS A SYSTEM PROBLEM

You built a great product. 

You found product market fit.

You hired sales leadership expecting it to get easier.

Yet:

• You are still the de facto closer
• You spend 10 to 15 hours a week in forecast theater
• Your Commit number collapses every quarter
• Deals slip without warning
• Marketing and headcount decisions are made on guesses
• Your board is losing confidence because you cannot explain what is happening

Firing the VP or replacing the sales team will not fix this.

It only resets the clock while the same structural issues drain cash behind the scenes.

You cannot protect your money with the infrastructure you currently have.

 The truth is:

• Weighted pipeline was never designed for early stage companies
• It absorbs risk instead of exposing it
• You need an operating system that makes revenue as predictable as deploying code

I INSTALL THE SYSTEM THAT MAKES YOUR FORECAST REAL

I am Dustin Gransberry. I have spent the last two decades in early-stage venture backed SaaS, moving from top producing salesperson to sales operations to three time VP Sales. 

More than one hundred million dollars in revenue has run through systems I built or managed.

Here is what I saw again and again:

• Boards expect public company forecast accuracy
• Founders have incomplete data, constant change, and inconsistent sales practices 
• Teams drown in activity, with no clear line from meetings to money

I fell in love with helping technology companies scale.

But I realized that without an evidence based forecasting system, everyone is guessing and hoping for the best. 

I got fed up with not being able to predict the truth and present honest numbers to the board and investors.

So I rebuilt forecasting from the ground up for companies at your stage with hard rules based on buyer behavior. 

That became the Elite Sales Operating System™.

If you are done watching your forecast fall apart at the end of every quarter and you want to know your number before the board call, we can fix this fast.

INTRODUCING THE ELITE SALES OPERATING SYSTEM™

Elite Sales OS™ is a 90 day installation that turns a fragile, opinion based forecast into a system that protects your revenue, your burn, and your valuation.

It replaces gut feel with verifiable buyer actions, scattered activity with structure, and founder stress with predictable cash flow.

There are three core subsystems. Each one removes a specific source of forecast error and missed revenue

1. OCEAN Qualification Framework™

Remove fake pipeline so your can see what is real and what is wishful thinking 

Right now, deals enter and stay in your pipeline because someone feels good about them. This is how forecast error begins.

OCEAN forces your team to prove with verifiable evidence that a deal is real.

It exposes:

• Fake pain
• Fake urgency
• Fake champions
• Invisible veto power
• Deals that feel good but will not close this quarter

OCEAN gives your company one definition of qualified:
Real or not. No grey area. No negotiation.

Financial impact:

• Removes thirty to forty percent of fiction in the first two weeks
• Gives you a smaller but truthful pipeline
• Tightens coverage ratios so you stop hiring and spending based on inflated numbers

When OCEAN is in place, every dollar in your forecast has passed the same stress test.

2. MAP Deal Collaboration™ 

Turn "demo to hope" selling into a visible, repeatable path to cash 

Most salespeople:

• Run a good demo
• Send a proposal
• Hope something happens

They do not actually control the decision.

The buyer does.

That is why 60 percent of your "best" opportunities stall with no clear next step.

Mutual Action Plans fix this by turning each serious deal into a shared project plan.

A MAP is co-authored with the buyer and documents:

• All stakeholders
• The path to power
• The steps needed for internal evaluation and approval
• Who owns each step
• When each step must be completed

If a buyer will not co-author a MAP, the deal is not a real near term opportunity. 

Financial Impact:

• Clears out stalled deals that were never going to close in time
• Pulls real deals forward with a clear internal path to signature
• Turns close dates into buyer committed timelines you can validate

MAPs reduce late quarter surprises, reduce sales cycle times, and convert forecasted dollars into cash in the bank. 

3. TRUST Forecasting™ 

Lock your Commit number to buyer behavior, not salesperson storytelling

Your pipeline is full of deals that have not moved in weeks. Most of them are still counted in Commit.

TRUST Forecasting replaces opinion based Commit with a simple rule:

Did the buyer take a verifiable action in the last seven days?

• If yes, the deal stays in Commit
• If no, the deal belongs in Pipeline

There are only two forecast categories. No percentages. No confidence ratings. No debates.

Examples of qualifying buyer actions:

• Champion edits the MAP
• New stakeholder joins a call
• Legal or procurement starts review
• Buyer sends internal deck for approval

Financial Impact:

• Stabilizes your Commit number
• Surfaces slippage within days instead of at the end of the quarter
• Protects you from increasing burn on spending and hiring decisions based on deals that are not moving

TRUST turns your forecast into a list of deals supported by buyer evidence instead of hopeful projections.

THE WEEKLY CADENCE THAT PUTS YOU BACK IN CONTROL

The system only works if it runs in the real world. That is why Elite Sales OS comes with a simple weekly operating rhythm.

• Monday: Salespeople update MAPs based on buyer conversations
• Tuesday: Salespeople self-audit using MAP timestamps. If there is no activity they downgrade their own deals
• Wednesday: You or your sales leader run Proof Review. Each Commit deal must show a recent buyer action or it moves to Pipeline
• Thursday: You receive a Delta Log that shows exactly what moved in the forecast and why
• Friday: Forecast is locked

This cadence:

• Eliminates hours of forecast theater
• Gives you 10 hours per week back to run the business
• Keeps your money decisions tied to fresh buyer evidence

THREE OPERATING RULES THAT PREVENT FORECAST COLLAPSE

1. The Six Friday Rule

Close dates are the largest source of distortion in your forecast. 

In most companies, everything piles into the last week of the quarter because salespeople choose dates based on hope and pressure.

The Six Friday Rule fixes this:

• If you do not have a written purchase commitment, close dates must fall on one of the six Fridays in the quarter
• This spreads revenue across the quarter
• It prevents last week cliff diving
• It forces realistic, buyer aligned planning

Financial Impact:

 You stop gambling your whole quarter on a single week and you smooth cash flow so you can hire and spend with less risk.

2. The Recovery Protocol

Most forecasts break between Weeks 5 and 9.

The Recovery Protocol makes sure you see and correct slippage before it is too late.

• If more than 15 percent of committed revenue starts to slip by Week 5, you intervene
• You join Proof Reviews for two weeks
• MAPs are tightened
• Any deal without buyer owned steps is removed from Commit

Financial Impact:

• Prevents last minute shortfalls that force emergency cuts
• Protects the back half of the quarter before it breaks
• Keeps headcount, runway, and spend decisions grounded in reality

3. The Rolling Forecast Rule

Weighted pipeline creates the illusion of multi- quarter visibility by stacking made up close dates and stage percentages.

The Rolling Forecast Rule replaces that with a two quarter view grounded in buyer behavior.

• Current quarter Commit contains only deals with verified buyer steps and MAP milestones due this quarter
• Everything else, including real deals in motion for next quarter, lives in Pipeline

Next quarter visibility comes from:

• Late stage MAPs with buyer owned steps landing next quarter
• The volume of new qualified opportunities entering the funnel

Financial Impact:

• Gives you one quarter you can defend in front of the board
• Gives you an early signal on whether the next quarter is light or strong
• Lets you plan hiring and spend with clarity

WHO THIS IS FOR

Elite Sales OS™ is for B2B SaaS companies doing 2M to 15M ARR that want steady, predictable growth instead of guesswork.

You are a fit if:

• Sales cycles are 45 to 180 days involving multiple stakeholders
• ACV between 25K and 250K with annual or multi-year contracts
• You are founder-led or have an early VP Sales with 3 to 12 sellers
• You have board or investor pressure to improve forecast accuracy
• You are prepared to hold your team to a weekly inspection standard
• You are willing to invest to fix the problem now, not "next planning cycle"

You are not a fit if:

• You are pre-revenue, pre-product-market-fit, or do not have a sales team
• Your deals are transactional or close in a single conversation
• You avoid inspection and want motivation instead of structure
• You are not willing to act quickly to protect your business

THE 90 DAY ACCURACY GUARANTEE

If your forecast is not accurate by Day 90 to the target we set on Day 1, I work with you at no cost until it is.

THE INVESTMENT

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