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About this episode:
Ever had that feeling where your pipeline looks busy… but nothing’s actually moving?
Yeah. Turns out, you’re not alone.
Sales leaders think stalled deals are a pipeline problem.
Sales reps are experiencing something very different.
In this episode, Ollie Whitfield sits down with Steve Myers, and John Richardson to unpack insights from analysing 5117 real sales coaching calls and what they reveal about why deals lose momentum.
The conversation exposes a gap between what salespeople ask for in coaching and what’s actually holding performance back.
While most conversations focus on pipeline, deal progression, and “tips and tricks,” the real blockers often sit deeper—in decision process clarity, mindset, and how sales teams think about control in the deal.
The episode explores why decision process dominates coaching conversations, why “closing” is often misunderstood, and how over-reliance on tactics masks underlying behavioural and mindset challenges.
It also highlights the disconnect between prospecting responsibility and pipeline ownership, and how this impacts quota attainment and sales velocity.
This episode is essential listening for: VPs of Sales, Heads of Sales, Sales Managers and Revenue Leaders who are trying to improve sales coaching effectiveness, increase deal velocity, and build a stronger coaching culture that goes beyond surface-level tactics.
Brought to you by MySalesCoach.
Learn more about how we support leaders in building elite sales teams with our Sales Coaching Operating System:
www.mysalescoach.com
What is Surviving Sales Leadership?
Sales leaders! Want to build strong teams without burning out in the process?
Introducing Surviving Sales Leadership, where each episode is a practical conversation with experienced sales leaders and elite sales coaches about what actually works.
Coaching reps, managing pipeline, forecasting, enablement, and navigating growth without everything feeling harder than it should.
No “just hold people accountable” nonsense.
Real-world tactics and strategies that work in sales right now.
If you’re a sales manager, head of sales, sales director, or revenue leader who wants better results, better conversations with your team, and a little more confidence in the chaos, this show’s for you.
Subscribe and start surviving sales leadership today!