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A deal has been in your pipeline for months. Your contact likes you, the conversations feel positive, and the rep says it’s looking good. But is it actually moving forward?
In this episode of What I Wish I’d Known About Sales, Martin joins Alison Fell from SalesStar to explore how teams can build more predictable revenue when selling technical products through long, complex B2B sales cycles.
Drawing on her background in medical device sales, Alison explains why understanding the buyer’s problem matters more than presenting product specifications, how strong relationships can hide gaps in qualification, and why knowing when to walk away is an essential sales skill.
They also discuss how to move beyond relying on a sales “hero”, build a consistent process, and coach teams to challenge assumptions about their pipeline. Alison shares the question she’d ask in every deal review, why she disagrees with “always be closing”, and the pipeline review every salesperson should make time for this week.
