B2B Sales Podcast – 7 Big Sales Pipeline Challenges and How to Fix Them

Shane Gibson's Podcast – Social Selling – B2B Sales and Influence

This sales podcast episode is focused on how B2B sellers can plug the most common holes in their sales pipeline. When I am working with sales teams part of my sales training and sales enablement process involves getting out in the field and helping individual salespeople build their sales strategy. I often hear people make statements such as:

I don’t understand why deals aren’t closing, I haven’t changed my approach!?

People just aren’t getting back to me, they were excited but now they have disappeared.

Many of my projected deals aren’t going to close this quarter like I thought they would.

I have a lot of new deals stuck at the proposal evaluation stage.

The client is going to buy but the order is going to be much smaller.

Do any of these sales pipeline pains sound familiar?

In this B2B sales podcast I cover 7 common reasons why opportunities get stuck or die prematurely and key strategies we can deploy to breath life into your sales pipeline.

Following are 7 common reasons why our pipeline is failing:

1. Wrong or no targeting criteria
2. Failure to evolve target market criteria
3. Dead air or no follow-up
4. Poor discovery calls or lack of curiosity
5. Failure to book the next step or “micro-close”
6. Not enough prospecting (it needs to be a daily discipline)
7. Lack of context, expertise and business intelligence

In the podcast we discuss these challenges and how sales professionals can overcome them preemptively.

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