The Sales Process is Broken: Here’s How to Fix It

Most sales professionals work harder than ever but still struggle to hit their numbers consistently. They chase too many unqualified prospects, get ignored when trying to book meetings, and lose deals because they can’t stay engaged long enough for prospects to buy.

The result? Frustration. Wasted time. Lost revenue.

But the problem isn’t effort. The problem is the process.

Why Most Sales Processes Fail

Sales teams are often given a set of generic tactics:

• “Make more calls.”
• “Send more emails.”
• “Follow up every two weeks.”

These tactics sound good, but they don’t address the root problem—most reps are fishing in the wrong pond, using the wrong bait, and giving up before the fish are ready to bite.

To win more deals, you need to do three things better than your competition:

1. Find the right prospects.
2. Book more first meetings.
3. Stay engaged until they’re ready to buy.

Most sales processes break down because they treat every prospect the same. But the truth is, not every lead is worth chasing, not every email is worth sending, and not every deal is ready to close today.

A Better Sales Process: The 3 Keys to Winning More Deals

1. Finding the Right Prospects

Most sales reps spend too much time on the wrong people—either because they’re unqualified, uninterested, or don’t have the authority to buy.

Instead of casting a wide net, narrow your focus to high-converting prospects:

? Look for buying signals—Have they recently raised funding? Hired new executives? Expanded their team?

? Prioritize warm leads—Referrals, inbound inquiries, or past prospects who showed interest.

? Eliminate dead weight—If they’ve ghosted you for months with no engagement, move on.

The best salespeople aren’t the ones who work the hardest. They’re the ones who spend their time on the right people.

2. Getting the First Appointment

The biggest mistake reps make? They sell too soon.

Your first touchpoint isn’t about closing a deal—it’s about starting a conversation.

To book more meetings:

?? Be direct and specific—Instead of “I’d love to connect,” say: “I help sales teams increase win rates by 30%. Let’s chat for 15 minutes to see if it makes sense.”

?? Use multiple touchpoints—LinkedIn, email, calls, and referrals work together. A single cold email won’t cut it.

?? Make it about them—Address their pain points, not your product.

Sales is not a numbers game—it’s a strategy game. The right outreach, to the right people, at the right time, wins every time.

3. Staying Engaged Until They’re Ready to Buy

Most deals don’t close on the first meeting. Or the second. Or even the third.

The mistake? Sales reps give up too soon.

Most follow-ups sound like this: “Just checking in to see if you had any thoughts.” No value. No reason to respond.

Here’s how to stay top-of-mind without being annoying:

? Send insights—Share relevant articles, case studies, or industry trends.

? Introduce them to someone useful—Networking builds goodwill.

? Be consistent—Check in every 2 weeks with value, not desperation.

Prospects don’t buy when you want them to. They buy when they are ready. Your job is to be the first person they think of when that moment comes.

Final Thought: Stop Hustling, Start Winning

Sales success isn’t about working harder—it’s about working smarter. When you: ?? Target the right prospects ?? Craft better outreach ?? Stay engaged without being a pest

…you win more deals, make more money, and waste less time.

?? If you’re ready to implement this process and transform your results, let’s talk. Drop a comment or message me, and I’ll send you the details for my upcoming sales training.