Why Your Sales Process Isn’t Working: Fix Your Funnel!

Episode 61 of the The Sales Machine podcast, hosted by John Rankins, titled "Why Your Sales Process Isn’t Working: Fix Your Funnel!" was published on December 4, 2024 and runs 48 minutes.

December 4, 2024 ·48m · The Sales Machine

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Summary

Struggling to hit your sales targets or feel like your pipeline is stuck? You’re not alone. But here’s the thing — the problem isn’t your team, it’s your approach.In this episode of The Sales Machine, I’m sitting down with Ken Cheo, the President of Our Sales Coach, who’s been transforming sales teams for over two decades. We’re diving into the real reasons why sales teams fail to scale — from unclear sales processes and weak CRM systems, to missing out on strategic partnerships and targeting the wrong decision-makers.If you're ready to stop wasting time on unqualified leads, stop the finger-pointing between sales and marketing, and start building a sales process that delivers real, sustainable growth...this episode is for you.Let’s get into it!Episode Highlights"The biggest challenge for me is when there's a leader who just doesn't want to be involved." – Ken Cheo"I always tell my team, you've got to be a chameleon when you walk into a room. You have to be able to read the room and adapt." – John Rankins"Sales leaders are spending all their time selling, not managing. They don't know why they’re efficient, and they can't replicate it for the rest of the team." – Ken Cheo"Sales is really about figuring things out, solving the problem, and being strategic, or you're going to keep hitting your head against the wall." – John Rankins"We’re in a market where people buy in order to solve pain. The pleasure comes afterward." – Ken CheoChapters00:00 Intro01:00 The Evolution of Sales Technology05:49 The Importance of Data in Sales12:09 Sales as a Service: A New Perspective18:11 Strategic Selling: Targeting the Right Audience30:18 Transforming Sales Through Value-Led Solutions37:32 Understanding Market Dynamics and Customer Needs46:00 Utilizing AI for Market Research48:17 OutroConnect with Ken CheoLinkedIn: https://www.linkedin.com/in/kencheo/ Facebook: https://www.facebook.com/Cheo.Ken YouTube: https://www.youtube.com/@kencheo9181 Twitter/X: https://x.com/oursalescoach Website: https://oursalescoach.com/ Connect with John RankinsWebsite: https://thesalesmachine.com/Facebook: https://www.facebook.com/TheSalesMachineOfficialInstagram:https://www.instagram.com/thesalesmachine_official/LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/YouTube:https://www.youtube.com/@JohnRankinsOfficial

Episode Description

Struggling to hit your sales targets or feel like your pipeline is stuck? You’re not alone. But here’s the thing — the problem isn’t your team, it’s your approach.

In this episode of The Sales Machine, I’m sitting down with Ken Cheo, the President of Our Sales Coach, who’s been transforming sales teams for over two decades. We’re diving into the real reasons why sales teams fail to scale — from unclear sales processes and weak CRM systems, to missing out on strategic partnerships and targeting the wrong decision-makers.

If you're ready to stop wasting time on unqualified leads, stop the finger-pointing between sales and marketing, and start building a sales process that delivers real, sustainable growth...this episode is for you.

Let’s get into it!

Episode Highlights

"The biggest challenge for me is when there's a leader who just doesn't want to be involved." – Ken Cheo

"I always tell my team, you've got to be a chameleon when you walk into a room. You have to be able to read the room and adapt." – John Rankins

"Sales leaders are spending all their time selling, not managing. They don't know why they’re efficient, and they can't replicate it for the rest of the team." – Ken Cheo

"Sales is really about figuring things out, solving the problem, and being strategic, or you're going to keep hitting your head against the wall." – John Rankins

"We’re in a market where people buy in order to solve pain. The pleasure comes afterward." – Ken Cheo

Chapters

00:00 Intro

01:00 The Evolution of Sales Technology

05:49 The Importance of Data in Sales

12:09 Sales as a Service: A New Perspective

18:11 Strategic Selling: Targeting the Right Audience

30:18 Transforming Sales Through Value-Led Solutions

37:32 Understanding Market Dynamics and Customer Needs

46:00 Utilizing AI for Market Research

48:17 Outro

Connect with Ken Cheo