Are Your Team’s Daily Decisions Driving Results?

Most sales teams focus on the moment they pitch, the follow-up, or closing the deal. But what if I told you success starts way before that?

The best-performing teams don’t just “go after leads.” They go after the right leads, with the right approach, built on a strategy that ensures they’re talking to decision-makers, not just anyone who will listen.

Let's refine the pre-sale process to unlock bigger, more consistent wins. Because success doesn’t start when you make the call—it starts with how you prepare for it.

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The 3 Biggest Pre-Sale Mistakes Costing You Deals

• Chasing Activity Instead of Strategy

If your team is making calls, sending emails, and attending meetings but still struggling to close, the issue isn’t effort—it’s focus. More activity doesn’t equal more results.

Fix it: Shift from “who can I contact today?” to “who is most likely to convert today?” Prioritize leads based on fit, timing, and need.

• Talking to the Wrong People

You’re halfway through the sales process when you realize—your contact isn’t the real decision-maker. Sound familiar? Too many teams waste time on the wrong person, then scramble to restart with the actual buyer.

Fix it: Before any outreach, confirm: Who makes the final decision? What’s the approval process? What triggers a company to take action on this solution? Don’t sell to influencers. Sell to decision-makers.

• Leading With a Pitch Instead of a Problem

Your buyers don’t care about your product. They care about their problems. If your outreach starts with a pitch instead of a business challenge, you’ll lose them before the conversation begins.

Fix it: Make the first touch about them, not you. Try: ? “We offer [product], and I’d love to set up a call.” ? “Many [industry leaders] are struggling with [problem]. Is that a challenge you’re seeing too?”?

Food for Thought

Before your next sales conversation, ask yourself:

• Am I targeting the right people, or just anyone who will talk?
• Am I solving a problem or just pitching my product?
• Am I working smarter, or just working harder?

Small shifts in strategy lead to massive wins over time.? The strongest sales teams don’t just close deals well—they set themselves up to win from the start. A refined pre-sale process makes the rest of the sales cycle easier, faster, and more effective.

If you want to sharpen your approach and get better results, let’s talk.

?? Book a Strategy Call Here

Until Next Week,

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