Introduction: Why AI Is Transforming Forecasting for Modern GTM Teams

In a world where revenue predictability and pipeline accuracy are competitive advantages, sales forecasting has evolved far beyond Excel spreadsheets and static CRM reports. Artificial Intelligence (AI) is now at the heart of modern forecasting, enabling GTM (go-to-market) teams to move from reactive to proactive revenue management. For RevOps leaders, sales enablement heads, and enterprise sales managers, harnessing the right AI tools can be the difference between missing and exceeding targets. This article explores the top 9 AI tools—each with unique strengths—empowering organizations to elevate forecasting accuracy, reduce risk, and unlock actionable insights from their data.

1. Proshort: AI-Powered Sales Enablement and Revenue Intelligence

Overview

Proshort stands at the intersection of revenue intelligence, sales enablement, and AI-driven forecasting. Built for modern GTM teams, Proshort leverages contextual AI agents to turn data into proactive actions, improving forecast reliability and sales outcomes.

Key Capabilities

• Meeting & Interaction Intelligence: Automatically records and summarizes sales calls across Zoom, Teams, and Google Meet. AI-generated notes, action items, and risk insights feed directly into forecasting models.

• Deal Intelligence: Fuses CRM, email, and meeting data for holistic deal health analysis—sentiment, probability, risk, and MEDDICC/BANT coverage—enabling more accurate pipeline projections.

• Coaching & Rep Intelligence: Analyzes conversations for talk ratio, objection handling, and tone, surfacing rep behaviors that impact forecasted deals.

• AI Roleplay: Simulates buyer scenarios, helping reps refine messaging and objection handling, ultimately boosting conversion rates factored into forecasts.

• Follow-up & CRM Automation: Auto-generates follow-ups, syncs notes to Salesforce/HubSpot/Zoho, and maps meetings to deals, ensuring real-time CRM hygiene for forecasting accuracy.

• RevOps Dashboards: Identifies stalled deals, high-risk opportunities, and skill gaps, enabling revenue leaders to course-correct forecasts before it’s too late.

Forecasting Tips with Proshort

1. Leverage Actionable Insights: Use Proshort's risk and sentiment scoring to adjust forecast probabilities in real time.

2. Automate Data Hygiene: Let AI-driven CRM automation eliminate manual entry gaps that erode forecast accuracy.

3. Coach to the Middle: Use rep intelligence data to uplift average performers, reducing pipeline volatility and improving overall forecast reliability.

Proshort’s contextual AI agents empower RevOps teams to move from lagging indicators to leading, actionable insights—turning forecasting into a proactive growth lever.

2. Clari: Revenue Operations Platform for Predictable Growth

Overview

Clari is synonymous with revenue operations and pipeline forecasting at scale. Its AI-powered platform centralizes data from CRM, email, meetings, and more—providing revenue leaders with a single source of truth for pipeline health and forecast calls.

Key Capabilities

• Pipeline Inspection: Real-time risk and opportunity scoring across all deals, surfacing what’s at risk in current and future quarters.

• Forecast Submission: Streamlines roll-up, manager, and rep-level forecasts with AI-calibrated confidence scores.

• CRM Data Augmentation: Fills in missing activity data to uncover true pipeline coverage.

• AI-Powered Deal Scoring: Trains on historical data for more accurate forecasting at scale.

Forecasting Tips with Clari

1. Use AI Confidence Intervals: Guide forecast calls with Clari’s AI-backed recommendations, reducing sandbagging and optimism bias.

2. Monitor Pipeline Coverage Ratios: Ensure healthy coverage against quota by leveraging Clari’s dynamic dashboards.

Clari empowers revenue teams to spot risk early and forecast with confidence, making it a staple in enterprise RevOps stacks.

3. Gong Forecast: Conversation-Driven Forecasting

Overview

Gong is best known for conversation intelligence, but its forecasting module, Gong Forecast, leverages AI to correlate deal activity and engagement with forecast outcomes. This approach grounds pipeline projections in actual buyer-seller interactions.

Key Capabilities

• Deal Engagement Scoring: AI assesses multi-threading, meeting cadence, and sentiment—moving beyond CRM stages to real buying signals.

• Rep & Manager Forecasts: Roll up individual forecasts, compare to AI-generated predictions, and highlight variances for coaching moments.

• Forecast Hygiene Alerts: Surface deals missing critical activity or next steps to proactively address pipeline risk.

Forecasting Tips with Gong Forecast

1. Anchor on Buyer Signals: Weight forecast probabilities based on actual engagement, not just rep intuition.

2. Coach to Outliers: Use forecast variance reports to upskill reps whose calls deviate from AI benchmarks.

Gong’s unique blend of conversation and deal intelligence helps leaders forecast with real buyer context, not just CRM fields.

4. Aviso: Predictive Forecasting and Pipeline Acceleration

Overview

Aviso specializes in AI-powered forecasting, pipeline inspection, and predictive analytics for enterprise sales teams. Its machine learning models ingest signals from CRM, email, calendar, and call data to provide granular, actionable forecast adjustments.

Key Capabilities

• Deal Win Scoring: AI-driven predictions on deal close probabilities, updated daily based on new activity and signals.

• Forecast Roll-Ups: Real-time territory, team, and organization-level forecasting, with AI adjustments for deal slippage and push risk.

• Pipeline Health Insights: Flags pipeline gaps and recommends actions to fill shortfalls before quarter-end.

Forecasting Tips with Aviso

1. Monitor Deal Movement: Use daily win-score updates to recalibrate forecast categories proactively.

2. Act on Pipeline Gaps: Let Aviso’s AI recommend next-best actions when coverage falls below healthy thresholds.

Aviso’s predictive analytics give RevOps leaders the power to course-correct forecasts before minor gaps become missed targets.

5. Salesforce Einstein: Embedded AI for CRM-First Forecasting

Overview

Salesforce Einstein brings AI directly into the Salesforce CRM stack, enhancing forecasting with predictive lead scoring, opportunity insights, and next-step recommendations. For organizations invested in Salesforce, Einstein offers native AI-powered forecasting without leaving the CRM environment.

Key Capabilities

• Predictive Opportunity Scoring: AI evaluates opportunity fields, activity, and historical outcomes to suggest win probabilities.

• Forecast Insights: Surfaces at-risk deals, upside opportunities, and quota attainment projections.

• Pipeline Change Alerts: Real-time notifications when deal stages, close dates, or amounts change, impacting forecasts.

Forecasting Tips with Salesforce Einstein

1. Embed AI in Workflow: Automate opportunity scoring and risk alerts directly in rep workflows to minimize manual oversight.

2. Monitor Forecast Snapshots: Use historical forecast comparison to spot trends and avoid late-stage surprises.

Salesforce Einstein lowers the barrier to AI forecasting for CRM-centric organizations, seamlessly embedding intelligence into existing workflows.

6. People.ai: Activity Intelligence for Pipeline Accuracy

Overview

People.ai specializes in extracting and analyzing sales activity data—emails, meetings, calls—to drive more accurate forecasting and pipeline coverage insights. Its AI models identify gaps in engagement, multi-threading, and buying committee coverage that impact deal progression.

Key Capabilities

• Automated Activity Capture: AI ingests and categorizes all customer-facing activities, ensuring no touchpoint is missed from pipeline analysis.

• Engagement Analytics: Measures depth and breadth of interactions across accounts and deals.

• Pipeline Coverage Alerts: Flags deals or territories with insufficient engagement for forecasted outcomes.

Forecasting Tips with People.ai

1. Benchmark Engagement Levels: Use activity analytics to set minimum engagement standards for forecasted deals.

2. Uncover Hidden Risks: Let AI surface deals that look healthy in CRM but lack real buyer activity.

People.ai’s activity intelligence fills the gap between CRM data and real-world selling motions, delivering a truer picture of forecast health.

7. InsightSquared: Advanced Analytics and Forecasting Automation

Overview

InsightSquared delivers advanced sales analytics, forecasting automation, and pipeline management for data-driven GTM teams. Its AI engine augments CRM data with predictive analytics, scenario modeling, and trend analysis.

Key Capabilities

• Automated Forecasting: AI models generate and refine forecasts based on deal size, stage progression, and historical conversion rates.

• Scenario Planning: Model best, worst, and most-likely outcomes for strategic decision-making.

• Deal Scorecards: Assess deal health with weighted scoring based on engagement, velocity, and risk signals.

Forecasting Tips with InsightSquared

1. Model Multiple Scenarios: Use scenario planning to create contingency forecasts and inform resource allocation.

2. Refine with Weighted Scorecards: Layer in AI-generated deal scores to improve forecast granularity.

InsightSquared empowers revenue leaders to move from static forecasts to dynamic, data-driven scenario planning.

8. Aviso: Predictive Forecasting and Pipeline Acceleration

Overview

Aviso specializes in AI-powered forecasting, pipeline inspection, and predictive analytics for enterprise sales teams. Its machine learning models ingest signals from CRM, email, calendar, and call data to provide granular, actionable forecast adjustments.

Key Capabilities

• Deal Win Scoring: AI-driven predictions on deal close probabilities, updated daily based on new activity and signals.

• Forecast Roll-Ups: Real-time territory, team, and organization-level forecasting, with AI adjustments for deal slippage and push risk.

• Pipeline Health Insights: Flags pipeline gaps and recommends actions to fill shortfalls before quarter-end.

Forecasting Tips with Aviso

1. Monitor Deal Movement: Use daily win-score updates to recalibrate forecast categories proactively.

2. Act on Pipeline Gaps: Let Aviso’s AI recommend next-best actions when coverage falls below healthy thresholds.

Aviso’s predictive analytics give RevOps leaders the power to course-correct forecasts before minor gaps become missed targets.

9. Outreach Commit: Forecasting for Modern Sales Engagement

Overview

Outreach Commit brings forecasting to Outreach’s industry-leading sales engagement platform. Its AI models blend activity, engagement, and sequence data to provide real-time forecast recommendations that align with rep actions.

Key Capabilities

• Deal Health Monitoring: AI evaluates rep engagement, buyer responses, and sequence completion to score pipeline health.

• Forecast Collaboration: Facilitates manager-rep forecast roll-ups with side-by-side comparison against AI predictions.

• Sales Execution Insights: Surfaces execution gaps—missed follow-ups, low engagement rates—that threaten forecast accuracy.

Forecasting Tips with Outreach Commit

1. Align Forecasts with Execution: Marry rep activity data with forecast calls for greater accountability.

2. Spot Execution Gaps Early: Use AI alerts to address missed follow-ups or engagement drop-offs before they impact pipeline predictions.

Outreach Commit closes the loop between sales execution and forecasting, making every activity count toward more reliable pipeline projections.

Choosing the Right AI Tool for Your Forecasting Needs

While each tool brings unique strengths, selecting the best-fit AI forecasting platform depends on your tech stack, data maturity, and business objectives. Consider these best practices:

• Integrate Seamlessly: Opt for platforms that plug into your existing CRM, email, and meeting systems for a unified data foundation.

• Prioritize Actionability: Tools like Proshort and Gong go beyond reporting, surfacing actionable insights and next-best actions for reps and managers.

• Balance Human and AI Judgment: Use AI recommendations to augment—not replace—managerial expertise, especially in complex or high-value enterprise deals.

• Focus on Enablement Outcomes: Select solutions that close the loop between insights and enablement, ensuring your revenue team can act on forecast drivers in real time.

Conclusion

The future of sales forecasting is AI-powered, actionable, and team-centric. By leveraging these nine AI tools, RevOps leaders and sales enablement professionals can transform forecasting from a static, backward-looking process to a dynamic, data-driven discipline. The result is not just better number accuracy, but a more agile, aligned, and high-performing GTM organization. As AI continues to shape the future of revenue operations, the best time to modernize your forecasting stack is now.