We Analysed 5117 Sales Coaching Calls - Here's Why Your Deals Are Stalling

Episode notes

Want to be a great coach for your team and drive results in the time you DO have for coaching? Download the Modern Revenue Leader's Sales Coaching Manual --- About this episode: Ever had that feeling where your pipeline looks busy… but nothing’s actually moving? Yeah. Turns out, you’re not alone. Sales leaders think stalled deals are a pipeline problem. Sales reps are experiencing something very different. In this episode, Ollie Whitfield sits down with Steve Myers, and John Richardson to unpack insights from analysing 5117 real sales coaching calls and what they reveal about why deals lose momentum. The conversation exposes a gap between what salespeople ask for in coaching and what’s actually holding performance back. While most conversations focus on pipeline, deal progression, and “tips and tricks,” the real blockers often sit deeper—in decision process clarity, mindset, and how sales teams think about control in the deal. The episode explores why decision process dominates coaching conversations, why “closing” is often misunderstood, and how over-reliance on tactics masks underlying behavioural and mindset challenges.