Ryan Cahill

Founder @GTMAdvisors, GTM Expert, Author of TRAP, Fractional CRO and passionate about helping SaaS companies accelerate growth

[Ryan Cahill @ExecAnswers]

The coaching move: don't let age become background noise.

Ask two things:
What specifically is keeping this from advancing?
Is there a concrete next step with a committed date?

If the rep can't answer both clearly, it may need to come out of the forecast.

[Ryan Cahill @ExecAnswers]

Every deal has a natural lifespan.

The deals you win close inside a certain window. Deals that age past it get less and less likely to close. Not impossible. But the odds turn against you.

That's Opportunity Age, the first Timeline metric in TRAP.

[Ryan Cahill @ExecAnswers]

Say your wins typically close around day 120.

Green: under ~90 days.
Yellow: ~90 to 120.
Red: past 120, you're running out of window.

And if you've never won a deal older than 120 days and one just hit day 130? Pay attention.

[Ryan Cahill @ExecAnswers]

What is really happening in pipeline forecasts

[Ryan Cahill @ExecAnswers]

Your forecast is just AI slop being passed between bots. No shared process, just a game of digital telephone.

[Ryan Cahill @ExecAnswers]

1/ Your forecast is just AI slop being passed between bots.

Rep drops deals into an LLM. Gets back generic best practices. Looks smart.

Leader stacks 3 to 7 of those, runs them through their own LLM, adds some gut feel, sends it up.

[Ryan Cahill @ExecAnswers]

4/ There's a specific framework for that.

Stay tuned. We're launching our answer in the coming weeks.

[Ryan Cahill @ExecAnswers]

3/ And the number isn't made of equal parts. One deal can be worth 2 to 5x another.

Lose the big one and your quarter craters.

People don't get stung on total dollars. They get stung never checking if every deal in the number is equally real.

[Ryan Cahill @ExecAnswers]

https://t.co/SRoLsSBp0Q

[Ryan Cahill @ExecAnswers]

https://t.co/yOXQR1Ynz7

[Ryan Cahill @ExecAnswers]

The PDP is a critical asset for eCommerce conversion, but is it really optimized to guide a shopper to purchase? In this article the Zelig team outlines how much of the structure and technology on PDPs may be doing more harm than good. Read more below... #ecommerce #retail #fashion #fashiontech
https://t.co/STTXT4ypC7

[Ryan Cahill @ExecAnswers]

Why Most AI Deployments Fail — And How Elite Teams Actually Win https://t.co/iqY9FnSIQR via @YouTube

[Ryan Cahill @ExecAnswers]

SetuptoFail Podcast EP 2: AI is not a GTM switch https://t.co/oSrHMaOZ7t
#saas #AI #gtm

[Ryan Cahill @ExecAnswers]

SUTF EP2, AI should Amplify Excellence clip https://t.co/MxrM1KFmid via @YouTube

[Ryan Cahill @ExecAnswers]

Set Up To Fail Podcast, EP2: Navigating AI Readiness in Go-To-Market Str... https://t.co/R1xJNnIgW0 via @YouTube

[Ryan Cahill @ExecAnswers]

Ryan Cahill Introduction https://t.co/kKswVH8qn9 via @YouTube

[Ryan Cahill @ExecAnswers]

SUTF EP2, AI is not a GTM switch https://t.co/erQvRpeZSh via @YouTube

[Ryan Cahill @ExecAnswers]

Set up to Fail Podcast EP2, AI is human complement not replacement clip https://t.co/kU1SBrrp5R via @YouTube

[Ryan Cahill @ExecAnswers]

SUTF EP1 Focus on what you can Control https://t.co/vTgaNT833t via @YouTube