Why Your Sales Process is Broken (And What to Do Instead)

Send us Fan MailBuilding a strong sales department and developing talent are essential to scaling a business. The right team, backed by training and coaching, creates consistent revenue, improves forecasting, shortens sales cycles, and increases win rates. This builds an owner-independent company with the structure, capability, and confidence to grow sustainably over time.In this episode, I speak with Ken Lundin, President and Founder of RevHeat and unseat.ai, who has driven over $1B in B2B revenue. Author of “Strategic Selling Unleashed” and a Forbes-cited expert, Ken breaks down how to fix broken sales systems, build sales-enabled organizations, and scale sustainably using emotional intelligence, structured processes, and AI—while debunking common sales myths and tackling middle-management challenges.https://www.linkedin.com/in/kglundin/https://revheat.com/Chapters00:00 The Importance of Sales in Business Growth03:09 Understanding the Disconnect Between Technical Skills and Sales05:58 The Role of Process in Sales Success09:01 The Emotional Aspect of Sales11:56 Identifying Top Sales Performers14:55 The Challenge of Middle Management in Sales17:51 The Mindset of Successful Sales Professionals21:04 The Future of Sales in the Age of AI24:02 Attributes of Successful Business Owners26:57 The Dual Sales Process: Internal vs. External30:08 Ken Lundin's Journey in Sales30:10 Navigating Bankruptcy and Business Resilience34:36 Lessons from Setbacks: The Value of Experience42:57 The Importance of Goal Setting in Business49:17 Integrating Sales Teams Post-Acquisition57:56 Accelerating Growth: Strategies for Business Owners