When a deal dies, sales usually gets the blame.
And if you're a solopreneur, that's YOU and your sales pitch... but there's more to it than that! And I'm sure you've experienced these things after you made a pitch...
The prospect stopped responding.
They said the timing wasn't right.
They chose ...
AI is making one part of business much easier:
Getting answers.
Need ten headline ideas? Done.
Need a first draft of an email? Done.
Need a list of possible objections, pain points, or offers? Done.
For many business owners, that feels like a revolution.
And it is.
But it is also creating a new p...
Which Buyer Decision Is Stalling Your Pipeline?
Marketers love funnels.
Top of funnel.
Middle of funnel.
Bottom of funnel.
Traffic goes in at the top.
Customers are supposed to come out at the bottom.
Simple.
Neat.
Comforting.
And usefulā€”as long as we remember that buyers are not actually ...
THE PIPELINE BRIEF WEEKLY
What mattered. What it means. What to do next.
Your Buyer May Be Doing Too Much of the Decision Work
There is a strange way experienced experts can make buying harder while sincerely trying to make it easier.
We give options.
We provide information.
We demonstrate cr...
There is a particular kind of silence that makes business owners slightly irrational.
And I'm SURE you have experienced this....
You have a good conversation with a prospect.
They seem engaged.
They ask smart questions.
They understand the problem.
They like your recommendation.
Maybe they ev...
Sometimes a prospect believes almost everything you need them to believe.
They understand the problem.
They agree it matters.
They trust your expertise.
They like your recommendation.
The price is reasonable.
The process makes sense.
And they still hesitate.
At that point, it's easy to assum...
THE PIPELINE BRIEF WEEKLY
What mattered. What it means. What to do next.
Buyer Hesitation Is Not a Persuasion Problem
Seven very different Pipeline Briefs pointed me toward the same conclusion this week.
We spend a lot of time trying to make marketing more persuasive.
Better copy. Better content...
When a prospect hesitates, one explanation gets blamed almost immediately.
The price.
They liked the conversation.
They understood the problem.
They seemed interested.
Then they saw the proposal and slowed down.
So we assume:
Too expensive.
Maybe.
But price is only one part of what a buyer ...
Thereā€™s a frustrating kind of prospect almost every consultant, coach, expert, and service provider eventually encounters.
Does Your Buyer Understand Why This Problem Matters NOW?
They understand what you do.
They agree that the problem is real.
They like your approach.
They may even tell you h...
