In this week's Good Sales Stuff newsletter we're talking about how to cut the clutter, find the pain points, and get laser-focused on the right prospects, fast.
Step 1: Don't focus on the maybes
Not every company (or person) in your CRM is a golden opportunity. Some are just noise.
🔎 Signs you’re talking to the wrong prospect:
- They ghost you after the first call.
- They like your solution but don’t need it.
- Budget? “Maybe next year.”
đź’ˇ What to do instead:
Focus on prospects who have a real problem your product solves—urgently.
Step 2: Find the pain (and poke it)
People don’t just buy products for the sake of it. They buy solutions to their problems.
Ask smart questions like:
✔️ What’s the biggest challenge your team is facing right now?
✔️ What happens if this doesn’t get solved in the next six months?
✔️ Have you tried fixing this before? What worked? What didn’t?
This flips the conversation from “here’s what we do” to “here’s how we solve your nightmare.”
Step 3: Be the fixer, not the seller
Nobody likes pushy salespeople. But everybody loves someone who makes their life easier.
Instead of saying: “We have the best [thing] on the market.”
Try: “Most [job titles] struggle with [problem]. We help by [solution].”
And if you’re using trumpet, take it up a notch by creating a personalised Digital Sales Room or Pod as we call them, where all their stakeholders can stay in the loop—no endless email chains, no forgotten attachments, no friction.
Final thoughts
🚀 Stop wasting time on bad-fit prospects.
🎯 Focus on real pain points.
🔧 Offer clear, easy-to-implement solutions.
Narrow your list. Nail the problem. Close the deal. Simple.
Now off you go...
What’s your go-to strategy for qualifying leads? Let us know!
Until next time.
... as per, if you want to talk about all things Digital Sales Rooms (you know you want to) book a quick call with our awesome Account Executives:
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