Thomas Reeder

Your manager shouldn’t be the first person to challenge your forecast. Great sellers do that themselves. The best pipeline conversations happen when the rep already understands the risk in the deal. This week is all about the three questions reps should answer before every pipeline call.

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Yes!!! You have to hire motivated, driven people. According to Maslow motivation comes from within. We can encourage and inspire people but they gotta come to the game with their own motivation.

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A Confused Rep Slows Down the Whole Pipeline When internal processes aren’t clearly documented, sales reps spend time asking instead of selling. “Can I offer this discount?” “Where’s the latest pricing policy?” “Who approves custom terms?” Every unanswered question adds friction to the deal. These aren’t training gaps. They’re documentation gaps. AllyMatter helps sales teams maintain a single, trusted source for internal policies, approvals, and deal support workflows. Clear steps, defined roles, and searchable guidance—so reps can move fast without second-guessing. A stalled deal often has less to do with the customer and more to do with internal uncertainty. Documentation fixes that.

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A Confused Rep Slows Down the Whole Pipeline When internal processes aren’t clearly documented, sales reps spend time asking instead of selling. “Can I offer this discount?” “Where’s the latest pricing policy?” “Who approves custom terms?” Every unanswered question adds friction to the deal. These aren’t training gaps. They’re documentation gaps. AllyMatter helps sales teams maintain a single, trusted source for internal policies, approvals, and deal support workflows. Clear steps, defined roles, and searchable guidance—so reps can move fast without second-guessing. A stalled deal often has less to do with the customer and more to do with internal uncertainty. Documentation fixes that.

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The market has changed. Most traditional KPIs measure things that don't move the needle anymore, if they ever did. The new selling model of "creating interest" is the rebirth of a method from years ago. To be successful sales needs to work with clients to identify genuine problems, the impact of those problems and what can be done to move the business in a positive direction. Traditional, pitching commercials at prospects comes from the "it's a numbers game mentality" it's easy to identify, it's quantifiable and it's wrong. Good skilled salespeople communicate to understand, coach on challenges and assist clients to see the benefits of problems solved. I appreciate Sales Questions Brutally Honest Answers - PodCast approach. The world needs more great salespeople and the path to get more is often counter intuitive.

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Hitting quota isn’t just about working harder. It’s about removing friction from your pipeline. Many sales teams still struggle with: • Manual prospecting • Inefficient pipelines • Deals getting lost in the shuffle That’s not a motivation problem. It’s a systems problem. With AI powered lead capture, predictive deal scoring, and accelerated demo booking, teams can focus on what actually drives revenue,meaningful conversations and closing. The future of sales performance is intelligent automation, not more manual effort. If your team is aiming to crush quota this quarter, it might be time to rethink the workflow.

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💡 Quick tip for SDRs & AEs: Stop collecting leads only to get stuck in data entry. Instead, push prospects straight into your CRM, update records on-the-fly, and keep your outreach flowing. With LeadLx, adding or updating contacts in HubSpot is just one click. Ready to let the leads move into your pipeline, not your to-do list? 👉 Discover how at leadlx.com

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A quick sales tip. If the customer multithreads, you should too. When they bring someone senior into the deal, it’s a signal of seriousness. Match the level from your side. It builds credibility and balances the conversation. Serious deals require equal alignment. #Sales

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Setbacks aren’t the end— they’re the stage. 🎭 Carson V. Heady's The Show Must Go On is a powerful reminder that resilience, authenticity, and modern tools like AI are what keep sales leaders moving forward. The show doesn’t stop. It gets stronger. #SalesLeadership #ModernSelling #TheShowMustGoOn

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Most sellers don’t lose deals because of pricing. They lose because they don’t listen. Here’s what usually happens: ❌ Prospect shares a challenge ❌ Rep nods, interrupts, and launches into their pitch ❌ Prospect feels unheard → trust broken → deal stalled Buyers don’t need more noise. They need clarity. According to David Kandel the best sellers practice active listening: -Clarify what the prospect means before assuming -Mirror back their language so they feel understood -Add new insights that reframe the problem in ways they hadn’t considered That’s how you go from “just another vendor” → to “trusted advisor.” Listening doesn’t slow down the sale. It is the sale. Check out the entire episode in the link below. #activelistening #salesskills #salescoaching #salesenablement #aicoaching #aiinsales

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Want to get better at sales? Start by asking better questions. The best salespeople aren’t the best talkers—they’re the best listeners. Better questions lead to better conversations, and better conversations lead to better outcomes.

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You don’t get what you deserve in this world. You get what you accept. That’s true in life—and especially true in enterprise sales. You can be the most talented rep, deliver top results, and still get overlooked if you accept less than what you’re worth. Same goes for customers. If they’re okay with slow performance, spotty security, or legacy vendors holding them hostage—then that’s what they’ll keep getting. I’ve learned that setting a high bar (for myself, for my deals, for my team) changes everything. 🎯 Want a promotion? Show up like the role is already yours. 🏢 Want to land a Fortune 50? Don’t act like you’re lucky to be in the room—act like you belong there. 🚀 Want your customer to modernize? Don’t tiptoe around hard truths—lead them to something better. The workforce rewards what you demand—politely, consistently, and relentlessly—not what you hope someone gives you. Don’t settle. Don’t wait. Don’t accept less. #enterprisesales #mindset #leadership #career #saleslife

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Call blitzes...many sales organizations do them (mine included) and most salespeople loath them. The truth is, high-performing salespeople are blitzing every day. They make it part of their routine because they understand that if you're not growing your customer base, you're dying. Every sales rep deals with attrition, that's just part of the game, you're never going to be able to consistently retain 100% of your clients. What you do to combat that is hunt for new logos to replace them. If you embrace the mindset that every time you pick up the phone (or don't), there is an opportunity cost associated with it, you'll be miles ahead of your peers and competition. Calendar time with yourself each day or "x" many days a week to close your email, block out the noise and prospect; your pipeline and your bank account will thank you for it.

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Your demo isn’t a product tour. It’s a story. One that starts with their pain and ends with your solution. Don’t teach features - show outcomes. Win with relevance, not rehearsals. 🧠 #Sales

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Wholesale distributors: MaX sees you wrestling with aging CRMs, manual quoting, and chaotic sales cycles. Good news...AI can fix that. From automated forecasting to out-of-the-box sales productivity agents… your reps can finally stop “chasing data” and get back to selling. Let’s modernize your stack. https://hubs.li/Q03VR5ht0 #congruentX #WholesaleDistribution #AI #Dynamics365 #AIFueledRevenue #AIAgents

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Sales training ≠ sales readiness. Reps need the right skills, tools, and support in the moment — not just at onboarding. This guide explains what’s broken in traditional enablement and how to fix it.

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