Think one cold call is going to close the deal? Think again.

In this episode of The Sales Machine Podcast, I sit down with Nick James, a sales leader who’s cracked the code on scaling B2B sales teams and turning cold leads into hot opportunities. We break down the real reason your pipeline is stuck: you’re not nurturing your leads. One touchpoint won’t cut it—you need multiple, consistent, value-driven interactions to guide prospects through the funnel.

Nick shares his proven techniques for leveraging LinkedIn to generate leads, understanding buyer intent, and using data-driven strategies to identify decision-makers. We also get real about why traditional KPIs are failing your sales team and how to motivate reps beyond the numbers.

This isn’t about churning and burning through leads. It’s about building sustainable sales processes that balance efficiency and effectiveness, and integrating AI to support—not replace—your sales efforts.

If you’re ready to stop leaving deals on the table and start nurturing leads like a pro, this episode is for you.

Let’s get into it! 🎧🔥

“Short-term wins and one-night stands—that’s what a lot of organizations focus on, rather than sustainable, scalable revenue and relationships.” - John Rankins

“People fail on LinkedIn the same way they fail with cold calling—they don’t lead with value.” - Nick James

“Too many organizations are autocratic… telling people what to do. And telling is not selling.” - John Rankins

“It takes nine to eleven touches before someone makes a purchase. Why would you not nurture them through multiple touchpoints?” - Nick James

“Situational intelligence—sales are a conversation. If you’re not actively listening and connecting the dots, you’ll get lost.” - John Rankins

“Most sales reps don’t actively listen. They miss cues because they’re too focused on their scripts.” - Nick James

Chapters

(03:06) - Navigating B2B Sales Challenges

(06:02) - The Importance of Value in Sales

(08:48) - Leveraging LinkedIn for Lead Generation

(12:10) - Effective Cold Calling Techniques

(14:59) - Understanding Buyer Intent and Data

(18:07) - Nurturing Leads Through the Sales Funnel

(27:06) - Identifying Decision Makers in Organizations

(30:00) - Qualities of a Successful Sales Leader

(48:44) - Sustainable Sales Practices

(56:31) - The Importance of Discovery in Sales

(01:00:02) - The Role of AI in Modern Sales

Connect with Nick James

LinkedIn: https://www.linkedin.com/in/nickbouras/

Instagram: https://www.instagram.com/i_nickjames/

Connect with John Rankins

Website: https://thesalesmachine.com/

Facebook: https://www.facebook.com/TheSalesMachineOfficial

Instagram:https://www.instagram.com/thesalesmachine_official/

LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/

YouTube:https://www.youtube.com/@JohnRankinsOfficial