Podcast Episode S2E09: How to Fix Stalled Deals (Without Pitch Slapping)
Is your pipeline full of deals in 'purgatory'? Most B2B organizations suffer from stalled deals, slow velocity, and a general lack of trust in their pipeline accuracy.
On this episode of Driving Growth, host Steve Whittington sits down with Yael Morris, CEO of Decode Insights, to uncover why deals actually die—and it’s rarely because of the 'budget' or 'timing' reasons reps log in the CRM. You’ll hear how Decode uses neutral third-party interviews to expose the hidden friction in sales cycles. This episode is for B2B CEOs and sales leaders who are tired of guessing why revenue is leaking and want to build a buyer-centric revenue factory. You will learn how to identify the 'original sin' of seller-centric processes, the specific questions reps are afraid to ask during discovery, and how to equip champions with the ROI data they need to clear internal hurdles. We also discuss how to break down silos between marketing and sales to ensure better lead targeting.
Episode Takeaways
- Sales processes are often 'seller-centric' rather than 'buyer-centric,' leading to a complete lack of deep customer understanding. You must shift CRM stages and conversation goals to reflect the buyer's journey and their internal hurdles rather than just the seller's to-do list.
- The 'not right now' response is often a polite cover-up for a lack of a strong business case or ROI. Sales reps must be trained to expose friction early and equip champions with the hard numbers needed to convince a CFO.
- Neutral third-party feedback reveals the 'gold' hidden in lost deals by asking the uncomfortable questions internal teams avoid. This objective data helps organizations stop fixing the wrong problems and start addressing the actual reasons buyers hesitate.
If you found this valuable, make sure to subscribe to Driving Growth wherever you get your podcasts for more strategies on building a scalable revenue engine. New episodes are available on the first and third Wednesday of each month.
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