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Why Your Deals Go Quiet and What to do About It | CEO Sales Strategies Interview

I had the pleasure of being interviewed by revenue growth expert Doug Brown on his CEO Sales Strategies Podcast, where we dived deep into why deals go dark, and what we can do as leaders to keep our teams (and pipeline) moving along effectively.

Doug’s CEO strategies Podcast interviews CEO’s with $5M plus companies to uncover and share actionable tips and strategies behind their bulletproof sales strategies. Take the insider information of those who have been through the challenges of growth and succeeded. To connect with Doug, you can find him here on LinkedIn

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Key Points of our Discussion

  • Why deals get stuck in the funnel and roll over month to month
  • The extraordinary cost to business when deals go dark
  • The critical role of a sales process in manageability
  • One of my pet peeve comments from sales leaders
  • Transitioning from Founder-led to Employee-led sales
  • Encouraging change in line with company growth
  • One-on-one coaching for sales teams
  • Are tech/SaaS companies giving demo’s too early?
  • Positioning yourself on peer level with the customer
  • Gaining commitment from the prospect throughout the sales process

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Your Host

Steven Norman

Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, and Targus across the Asia Pacific.

Steven is an accomplished frontline sales and business leader, keynote speaker, consultant and author, dedicated to helping B2B sales leaders implement world-class sales practices.

Years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership training, development and advisory service

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ABOUT steven

Welcome to my passion project!

Having been through more than a hundred quarters as a sales professional and tech sales leader – believe me I have felt all of the highs, lows and pressures.
  • 20+ years in senior management within the technology space
  • Managed high performance sales teams in enterprise markets across the Asia Pacific
  • Responsible for over US$4 billion in sales
Trusted consultant to some of the world’s leading enterprise tech companies, and exciting SaaS startups.
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Steven Norman

“Optimise your sales structure to set yourself and your team up for long-term success in this high intensity and challenging market.”

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