When it comes to the future of B2B tech sales, few people are as opinionated as Chris Jeng, who led the growth strategy for European Gateway, is a strategic thinker who has helped companies update their sales processes with advanced AI. His latest focus? Revolutionising accuracy in sales forecasting through AI-powered call analysis tools like Gong and Clari.
Why Chris Jeng Thinks Traditional Forecasting Comes Up Short
In most companies, forecasting is a blend of educated guesses and gut feelings. Sales reps write follow-up notes after phone calls, but crucial context is frequently dropped — or not recorded in the first place.
“Forecasting is not just about predicting deals that will close — it’s about understanding buyer intent at the moment it can change,” said Chris Jeng.
AI sales call analysis: The competitive difference
And platforms like Gong scour real sales conversations for buyer signals. They point out objections, call out omitted next steps, and determine if key stakeholders are represented.
‘Gong changes the game,’ Jeng says. It offers you truth from the source: the conversation itself.”
Chris Jeng Explains How Clari Connects Insight and Forecast
If Gong is the raw conversation intelligence, then Clari spins it into forecasting power. By surfacing activity data (emails, calls, and meeting cadence), Clari plots deal momentum across the pipeline.
“Clari shows you what’s going on in a deal,” says Chris Jeng. “If there is no decision-maker in sight, or a plan for ‘what next?’ that’s a red flag. You make the forecast while there is still time to change the outcome.”
The Outcome: Forecast Accuracy and Sales Responsibility
For Chris Jeng, the business benefit of bringing together Gong and Clari isn’t just operational, it’s strategic. It enables sales managers to coach more effectively and leaders to plan more confidently.
“When your forecast is rooted in the real buyer, you are not just predicting revenue, you are actively influencing it,” Jeng says.
About Chris Jeng
Chris Jeng is the founder of European Gateway, a consultancy that specialises in helping B2B tech companies use AI for sales acceleration. A Gartner alum, Jeng is known as an influencer in AI sales enablement, forecasting and digital transformation. His work and thought leadership in AI and sales operations still shape the current sales organisation today around the world.
Learn more at www.egconsultgroup.com
