Stuck in Every Deal? Feels Like Your Business is Stuck in the Mud?

Every Deal Feels Like a One-of-a-Kind Project

If every deal is treated as a special case, it means there’s no reliable way to win. When there’s no system, sales reps don’t know what to do next—so they bring you in.

• Why this happens: Sales teams often approach deals like custom projects. They try different pitches, different pricing, and different ways to close. That means every deal depends on someone’s personal judgment instead of a repeatable process.

• What this leads to: Since there’s no standard way to sell, there’s nothing to learn from or improve. You can’t refine what doesn’t exist. Worse, critical knowledge stays locked in your head. New reps struggle, and you become the ONLY go-to problem solver.

• The mindset shift: Winning sales teams don’t reinvent the wheel for every deal. Instead of treating every opportunity as unique, create a process that reps can follow. This doesn’t mean removing creativity—it means building a structure so that when creativity is needed, it’s applied in the right places. Be mindful, you aren’t trying to win every deal with this system, just the majority.

Chasing More Deals Slows Everything Down

The common belief is that more deals mean more revenue. But stuffing the pipeline with as many leads as possible does the opposite—it creates chaos, lowers quality, and actually slows down sales.

• Why this happens:

  Companies think sales is a numbers game. Get more leads, and you’ll close more deals. But when reps chase too many opportunities at once, they don’t have time to focus on the best ones or even the worst. They spread their efforts, their focus and their expertise across all.

• What this leads to:

  Reps spread themselves too thin. Follow-ups get rushed, details get missed, and deals take longer (or worse, disappear). It’s like trying to juggle too many balls—eventually, they all drop.

• The mindset shift:

  Winning sales teams focus on speed and quality. Instead of measuring success by the number of deals in the pipeline, measure how fast and effectively deals move through it. More speed means more wins. And when you win faster, you win more.

A Simple Way to Improve and Make Better Decisions

When a deal slows down, most companies react to the symptoms instead of fixing the real issue. They adjust pricing, add more meetings, or apply pressure. But these are band-aids, not solutions.

• Why this happens:

  Sales teams don’t take the time to step back and ask: What is the biggest thing slowing us down? Instead, they try to solve everything at once, the urgent, making things even more complicated.

• What this leads to:

  Founders get pulled into deals to put out fires. But without fixing the root problem, the fires keep coming. It’s an endless loop. Worse yet, most solutions of today are the cause of the fires tomorrow.

• The mindset shift:

  Winning sales teams focus on solving one key problem at a time. Instead of breaking down every step of the process, identify the single biggest thing slowing deals down. Investing time, effort, energy and thought into defining that problem. When you fix the ONE problem, everything moves faster. When reps understand the real bottleneck, they don’t need you for every decision.