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

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 LinkedIn: 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 Rankins Website: https://thesalesmachine.com/ Facebook: https://www.facebook.com/TheSalesMachineOfficial Instagram:https://www.instagram.com/thesalesmachine_official/ LinkedIn:https://www.linkedin.com/company/thesalesmachineofficial/ YouTube:https://www.youtube.com/@JohnRankinsOfficial