S2:E23 - Sales Qualification and CRM Stages: Why Your Pipeline is Lying to You
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If your pipeline looks full but revenue still is not showing up, there is a good chance the problem is not your market, your product, or even your team’s effort. The problem may be your CRM stage discipline.
In this episode of The Selling Point Podcast, Anthony Nicks breaks down on…
S2:E24 - Your Pipeline Problem Might Be an ICP Problem
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If your sales team stays busy, your pipeline looks full, and revenue is still inconsistent, you may not have an activity problem at all. You might have a targeting problem.
In this episode of The Selling Point Podcast, Anthony Nicks breaks down what an Ideal Customer Profile really…
S2-E25: The Missing Piece: Why Fractional Sales Management Changes Everything
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Throughout Season 2 of The Selling Point Podcast, we have talked about pipeline issues, weak qualifying, poor forecasting, inconsistent follow-up, messy CRM usage, unproductive sales meetings, turnover, and owners getting pulled into too many deals.
In this season finale, Anthony N…
Welcome to Season 3: Better Sales Decisions, Stronger Sales Systems
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Welcome to Season 3 of The Selling Point Podcast.
In this opening episode, Anthony Nicks explains what the season will cover, why these conversations matter, and what listeners should expect from the episodes ahead.
The topics will range from sales communication and buyer trust to …
S3-E2: AI Won't Fix a Broken Sales Process
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AI is rapidly becoming part of nearly every sales tool. It can research prospects, summarize calls, draft follow-up emails, improve CRM notes, identify patterns, and reduce administrative work.
Those capabilities are useful. But they do not fix the underlying sales system.
In this …
S3-E3: How to Recruit Salespeople Who Can Actually Sell
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Hiring a salesperson creates an unusual challenge: the candidate sitting across from you is trying to sell you something...themselves.
A polished candidate may build rapport, present their experience well, and tell a convincing story. None of that proves they can create pipeline, q…
S3-E4: Salesperson Turnover: Protect Customer Relationships and Revenue
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If one of your top salespeople gave notice tomorrow, how much customer knowledge would walk out the door with them?
Most companies treat salesperson turnover primarily as a recruiting problem. They redistribute the accounts, update the CRM owner field, post the open position, and s…
S3-E5: Why Your Sales Onboarding Process Fails
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A good salesperson can fail inside a weak onboarding system. If a new hire receives a laptop, a CRM login, a few product presentations, and an instruction to go sell, the company has left too much to chance.
In this episode of The Selling Point Podcast, Anthony Nicks, founder of Tr…
S3-E6: After Onboarding: Build a Sales Management Cadence That Improves Performance
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Onboarding is complete. The salesperson knows the product, has access to the CRM, and understands the expectations. What happens next?
If coaching fades and every conversation becomes a pipeline update, the management support that helped the salesperson get started can quietly disa…
Sales Accountability Without Micromanagement
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Are you finding sales problems only after the month ends? A useful sales scorecard can help you spot what needs attention earlier and have a more productive conversation with your team.
In this episode of The Selling Point Podcast, Anthony Nicks, founder of Transformative Sales Sys…
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