Dan Nicholson’s Post

As always, straight to the point! 1) Play to win, because that is how we get paid! 2) You can’t fake winning! So focus on the winnable deals. Pipeline = False Security

In sales, creating a pipeline is essential, but it’s only the groundwork. True success lies in closing deals and delivering results—participation can be faked, but winning is real and measurable. Every step must lead to tangible outcomes, not just activity.

Participation is not closing. Focus on the deals where you can be successful.

Good stuff! How many opportunities are in your pipeline that you know are un winnable but you keep them to meet a pre-established funnel number? Do you realize what this does? It wastes hours of your time, your managers time, their managers time, the prospects time and no one gains a thing. Spend your time where it makes a difference and with those who are attainable and will close won. #winning. #beawinner

Participation is faked with a pipeline. Winning is not faked.

Does your sales team just service your customers and prospects by making “go/no go” decisions without building any relationships or lowering the “call to action” from just browsing to BUY 🤔 They do 😮 we need to talk 😁 Why not take advantage of nearly 30 years of successful B2B simple and complex sales closing, including sales teams training and coaching 🤔 www.sales4sme.co.uk Brian explains it perfectly as always 😊👇 #sales4sme

Close more deals with these 3 aspects in sales [Unintentional ASMR]

There is a distinct difference in strategy between a transaction sale vs a complex sale. Yet there are organizations that allow reps to do both types of sales which usually leads to poor results .

Great insights Brian G. Burns. We have to work even harder now to build repport, interest and the enviroment for the prospect to take action. For what ever reason, prospects need more time to feel comfortable in trusting the sales people that are trying to help them. Professional salespeople that know how to 'build' undersatnd this. They listen, they have empathy, they are able to put themselves in the clients shoes, and they really care about the people they are trying to serve. I believe these are the key elements that build trust. I don't see a place for 'Go/No go' in complex selling.

Are you servicing accounts or building a rapport that will you understand their position.