{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Mental Selling: The Sales Performance Podcast","title":"EP 138 Building Momentum in Complex Sales with Mike O’Brien and Tom Whelan, Ph.D","html":"","width":"100%","height":180,"duration":1724,"description":"Why do promising complex sales deals suddenly lose momentum and go nowhere?\nIn this first of a two-part series adapted from a webinar, Mike O’Brien, Executive Vice President of Sales at Integrity Solutions, and Tom Whelan, Ph.D., Director of Corporate Research at Training Industry, Inc., examine the common breakdowns that cause promising sales opportunities to stall.\nThey discuss why sellers can mistake a responsive, enthusiastic contact for someone with real decision making influence, and how that mistake can leave them restarting the sales process when the right stakeholders finally enter the conversation. Mike and Tom also explore why leading with product features can make even a polished sales conversation irrelevant to the buyer, and why sellers need to connect capabilities directly to business problems and desired outcomes. Finally, they unpack one of the quietest threats to a complex sale: losing momentum between meetings when next steps and commitments are unclear.\nIn this episode, you’ll learn:\nFinding the Right Decision Makers: Why a responsive, enthusiastic contact may not have real influence, and how relying on one champion can stall a deal.\nSelling Outcomes Over Features: How connecting solutions to real business problems makes sales conversations more relevant to buyers.\nMaintaining Sales Momentum: Why clear next steps and consistent engagement keep complex deals from quietly stalling.\nNavigating Buyer Complexity: How internal alignment, procurement, and ROI questions can extend the buying process.\nBuilding the Right Sales Skills: Why sellers need deliberate practice to build the skills required to manage complex opportunities.\nResources:\nMike O'Brien’s LinkedIn: https://www.linkedin.com/in/execleadership/ \nLearn more about Integrity Solutions: https://www.integritysolutions.com/ \nTom Whelan, Ph.D.’s LinkedIn: https://www.linkedin.com/in/whelant/ \nLearn more about Training Industry, Inc.: https://trainingindustry.com/ \nJump into the conversation:...","thumbnail_url":"https://img.transistorcdn.com/wTmvIBGIIFBLd-87ghmJdY0pgprKsP8jtboZQggUaf8/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hNzQ5/ZDgzYmVjYzM1ZDli/ZTIzNTlkYzg1YTBi/ZTQ0Yy5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}