Forecasting accuracy isn’t just a numbers game — it’s a people game. In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Katharina Bucerius-Rauch, VP Global Sales & Customer Operations at Renesas Electronics, to explore how aligning sales and operations creates predictable performance and trusted customer relationships.

🔗 Explore more insights: www.globalperformancegroup.com

You’ll learn:
– Why cross-functional collaboration is key to accurate forecasting
– How Renesas turns raw data into meaningful, actionable insights
– The habits that make elite salespeople transparent and predictable
– What “Plan B thinking” looks like in global operations
– How trust and communication drive both sales and forecasting success

⏱ Timestamps
00:00 – Weekly risk reviews and Plan B thinking at Renesas
03:10 – Forecasting challenges in complex supply chains
04:40 – How sales and operations align to improve forecasting accuracy
09:15 – Turning data into insightful sales decisions
12:30 – Cross-functional communication and execution in action
14:55 – Building trust through transparency and delivery

💡 Key Takeaways

- Better forecasting starts with alignment between sales and operations.
- Transparency and communication build predictability across teams.
- Data matters only when translated into meaningful action.
- Trust is earned through consistency and clear communication.
- Elite salespeople balance technical expertise with emotional intelligence and follow-through.

👤 About the Guest

Katharina Bucerius-Rauch is the VP Global Sales & Customer Operations at Renesas Electronics, where she leads a global team responsible for revenue management, demand planning, and forecasting excellence. Known for bridging sales and operations through data-driven decision making and transparent leadership, she helps Renesas achieve predictable performance in an unpredictable market.

Connect with Katharina on LinkedIn: https://www.linkedin.com/in/katharina-bucerius-rauch-18304913/

If this episode sparked new thinking, share it with your team.

🎧 Subscribe for weekly insights on modern selling, leadership, and performance.
🔗 Explore more at www.globalperformancegroup.com

80. How Renesas Drives Predictable Growth Through Data & Trust

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.