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Why Your Sales Process Isn’t Working: Fix Your Funnel!
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Struggling to hit your sales targets or feel like your pipeline is stuck? You’re not alone. But here’s the thing — the problem isn’t your team, it’s your approach.
In this episode of The Sales Machine, I’m sitting down with Ken Cheo, the President of Our Sales Coach, who’s been transforming sales teams for over two decades. We’re diving into the real reasons why sales teams fail to scale — from unclear sales processes and weak CRM systems, to missing out on strategic partnerships and targeting the wrong decision-makers.
If you're ready to stop wasting time on unqualified leads, stop the finger-pointing between sales and marketing, and start building a sales process that delivers real, sustainable growth...this episode is for you.
Let’s get into it!
Episode Highlights"The biggest challenge for me is when there's a leader who just doesn't want to be involved." – Ken Cheo
"I always tell my team, you've got to be a chameleon when you walk into a room. You have to be able to read the room and adapt." – John Rankins
"Sales leaders are spending all their time selling, not managing. They don't know why they’re efficient, and they can't replicate it for the rest of the team." – Ken Cheo
"Sales is really about figuring things out, solving the problem, and being strategic, or you're going to keep hitting your head against the wall." – John Rankins
"We’re in a market where people buy in order to solve pain. The pleasure comes afterward." – Ken Cheo
Chapters
00:00 Intro
01:00 The Evolution of Sales Technology
05:49 The Importance of Data in Sales
12:09 Sales as a Service: A New Perspective
18:11 Strategic Selling: Targeting the Right Audience
30:18 Transforming Sales Through Value-Led Solutions
37:32 Understanding Market Dynamics and Customer Needs
46:00 Utilizing AI for Market Research
48:17 Outro
Connect with Ken Cheo
LinkedIn: https://www.linkedin.com/in/kencheo/
Facebook: https://www.facebook.com/Cheo.Ken
YouTube: https://www.youtube.com/@kencheo9181
Twitter/X: https://x.com/oursalescoach
Website: https://oursalescoach.com/
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/
106 episodes
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