By Chris Jeng, Founder of European Gateway
When it comes to B2B tech sales, few voices are as forward-thinking as Chris Jeng. Known for his strategic leadership at European Gateway, Jeng has helped companies modernize sales processes through cutting-edge AI. His latest focus? Transforming sales forecasting accuracy using AI call analysis tools like Gong and Clari.
Why Chris Jeng Believes Traditional Forecasting Falls Short
In many organizations, forecasting remains a mix of educated guesses and gut feelings. Sales reps log notes post-call, but critical context is often lost—or never captured.
“Forecasting isn’t just about what deals might close—it’s about understanding buyer intent in real time,” says Chris Jeng.
AI Sales Call Analysis: The Competitive Edge
Platforms like Gong analyze actual sales conversations to extract buyer signals. They highlight objections, identify missing next steps, and detect whether key stakeholders are involved.
“Gong changes the game,” explains Jeng. “It gives you truth from the source: the conversation itself.”
Chris Jeng on How Clari Bridges Insight and Forecast
Where Gong surfaces raw conversational intelligence, Clari turns it into forecasting power. By integrating activity data—emails, calls, and meeting cadence—Clari maps deal momentum across the pipeline.
“Clari lets you see what’s actually happening in a deal,” says Chris Jeng. “If there’s no decision-maker involvement or next step, that’s a red flag. You adjust the forecast before it’s too late.”
The Result: Forecasting Accuracy and Sales Accountability
For Chris Jeng, the value of combining Gong and Clari is more than operational—it’s strategic. It empowers sales managers to coach more effectively and enables leadership to plan with greater confidence.
“When your forecast is grounded in real buyer behavior, you’re not just predicting revenue—you’re actively influencing it,” Jeng concludes.
About Chris Jeng
Chris Jeng is the founder of European Gateway, a consultancy focused on helping B2B tech companies leverage AI for sales acceleration. A former Gartner executive, Jeng is widely recognized as an expert in AI sales enablement, forecasting, and digital transformation. His thought leadership on AI in revenue operations continues to influence modern sales organizations globally.
Learn more at www.egconsultgroup.com www.egconsultgroup.com
