{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Surviving Sales Leadership","title":"Why Your Deals Aren’t Closing: The Gaps Reps Won’t Tell You (Until You Coach Differently)","html":"","width":"100%","height":180,"duration":1466,"description":"If deals keep stalling and the story is always “they’ve gone quiet,” the real issue usually showed up much earlier — and it often isn’t being said clearly in coaching.\nPS.\nWant to be a great coach for your team and drive results in the time you DO have for coaching?\nDownload the Modern Revenue Leader's Sales Coaching Manual\nThis session with Steve Myers and Richard Smith gets into the actual reasons deals don’t close, and how deal coaching can surface the truth without turning into a forecast grilling.\nWe break down how to diagnose what’s missing in the deal, validate what’s real vs assumed, and coach reps beyond surface-level reasons into compelling, evidence-backed buying drivers.\nThis is for you if you're a sales leader dealing with:\n“Close” deals that never close and pipelines full of hope instead of proof\nReps who can’t clearly articulate why a prospect will actually buy\nStalled opportunities where next steps were never properly locked in\nA coaching culture where people tell you what sounds good, not what’s true\n\nIn this episode, you’ll hear the deal-killers hiding in plain sight:\nReps mistaking “they want X” for a real problem worth solving\n“I think…” language replacing evidence — and nobody challenging it properly\nSurface-level pain (“save time,” “be more efficient”) with no detail behind it\nDiscovery that never gets to the full three levels of pain: symptom → business impact → how people feel about it\nNo clear understanding of where budget comes from, how the decision gets made, or where veto power sits\nLeaders accepting the rep’s narrative without validating what’s actually happened\nWeak upfront contracting — so next steps aren’t agreed, meetings aren’t booked, and deals drift into silence\nRepeated stalls that look like a skills issue… but are really discomfort, need for approval, or fear of being too direct\nKeeping a deal alive when the best outcome is clarity to qualify out and redirect effort elsewhere\nMost deals don’t fail at the end — they fail...","thumbnail_url":"https://img.transistorcdn.com/LjYYpjxfWT8Ijdm1_ZBcIxH8nIjJOWCpRnTWkBRj9WY/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9iYTFl/ODIwMmQ2NjAzNTZl/YTE5MmIyMDRhZDQ3/NGNmMC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}