You Don’t Have a Pipeline Problem, You Have a Momentum Problem | Ep 64

About this episode

Paul Caffrey discusses how lost momentum, rather than a weak pipeline, is the real issue affecting sales deals.

👤 Connect with Paul 💼 LinkedIn: https://www.linkedin.com/in/paulcaffrey/   🎤 Planning your sales kickoff? Click here.   🔗 Quick Summary Most salespeople think their deals stall because of ghosting or a weak pipeline — but that’s not the real issue. In this solo episode, Paul Caffrey reveals the hidden reason deals slow down: lost momentum. You’ll learn how to regain control of your deals, keep energy high between meetings, and move faster in Q4 using four simple, practical steps that top-performing sellers use every day. 🕒 Timestamps 00:00 — “They didn’t have a ghosting problem. They didn’t have a pipeline problem. They had a momentum problem.” 01:10 — Why ghosting isn’t the issue — it’s your deal velocity 02:30 — Tip #1: Prepared next steps — decide what, who, when, and why before every call 04:45 — Tip #2: Not all pain leads to action — how to spot the difference 06:10 — “Every problem does not mean action” — how to test real urgency 07:25 — Tip #3: Book a meeting from a meeting — the habit elite sellers swear by 09:15 — How to uncover hidden objections when prospects delay booking 10:40 — Tip #4: Follow up individually — know who’s pro, neutral, or against your…

People in this episode

Host: Paul M. Caffrey

Topics covered

• sales
• momentum
• deal velocity
• sales strategies
• Q4 planning

Keywords

• momentum problem
• sales kickoff
• deal control
• next steps
• elite sellers

Mentioned in this episode

Organizations: LinkedIn