Your sales team might be busy, experienced, and “doing the work”… and still not getting better.

In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and owners of small and midsize businesses about one of the most overlooked drivers of predictable revenue: sales coaching.

Training gives information. Activity creates motion. But coaching is what changes behavior under pressure and behavior is what drives close rates, pipeline quality, forecast accuracy, and long-term improvement.

Anthony breaks down why sales performance plateaus in SMBs, why even experienced reps still need coaching, what real coaching sounds like in live deal reviews, and why coaching has to happen weekly to prevent drift.

If you’re tired of repeating the same sales problems every quarter and you want a team that improves over time, start here.

https://transformativesalessystems.com/sales-leadership/

Learn more by visiting our website.

https://transformativesalessystems.com/

If this episode hit home reach out, share it with another CEO or business owner who’s tired of repeating the same sales problems every quarter.

Straight talk for CEOs and business owners who want a sales engine that works.

Most sales meetings feel productive… but they don’t change anything.

You review the pipeline. You hear updates. You talk about deals. Everyone leaves the meeting feeling like sales is being managed.

And then the same deals stall. The same objections show up. The same forecasts miss.

In this episode, I’m breaking down the uncomfortable truth: if your sales meetings aren’t coaching, they aren’t improving performance. They’re just a weekly ritual that creates the illusion of leadership.

You’ll learn the difference between reporting vs coaching, the questions that expose whether your meeting is broken, and why your pipeline won’t clean up until your meetings force the truth.

If you’re a CEO or business owner running sales meetings because you think you’re supposed to, this one is going to hit.

If you’re a CEO or business owner and your sales meetings aren’t improving performance, you don’t need more reporting. You need coaching, structure, and consistent leadership.

That’s exactly what Fractional Sales Management is built for.

If you want help turning your sales meeting into a coaching engine, reach out and let’s talk. Click the link below.

https://transformativesalessystems.com/sales-leadership/

Learn more by visiting our website.

https://transformativesalessystems.com/

Straight talk for CEOs and business owners who want a sales engine that works.

Your sales pipeline looks full. The CRM is active. Deals are spread across stages. And yet revenue keeps missing.

In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and business owners about why pipelines often look healthy right up until the number is missed. The issue usually isn’t effort, activity, or headcount. It’s pipeline truth.

Anthony breaks down how pipelines quietly drift, why forecasts miss even when activity is high, and the difference between a reported pipeline and a managed pipeline. He also shares three warning signs that indicate your pipeline is lying to you and explains what leadership discipline actually restores clarity and predictability.

If you’ve ever felt surprised by missed revenue despite a “full” pipeline, this episode will put language around what’s really happening and what to fix first.

Visit: https://transformativesalessystems.com/

If you would like to discuss further, schedule a time to chat:

https://calendly.com/anthony-nicks/30min

Blog Article:

https://transformativesalessystems.com/blogs/sales-pipeline-looks-fine-revenue-isnt/

Straight talk for CEOs and business owners who want a sales engine that works.

When revenue is behind, hiring another salesperson feels like progress. It’s decisive, visible, and comforting. Unfortunately, it’s also one of the most common ways small and midsize businesses waste time and money.

In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and business owners about why hiring rarely fixes missed revenue when sales leadership systems are weak. Activity increases, pipelines get louder, and results stay unpredictable.

Anthony breaks down the “more at-bats” myth, shares a familiar real-world hiring scenario, and explains what actually needs to be fixed before adding headcount. He also covers the warning signs that indicate you’re about to make a bad sales hire and where Fractional Sales Management fits when leadership capacity is the real constraint.

If you’re considering hiring to solve a revenue gap, this episode will help you slow down, think clearly, and make a smarter decision.

Visit: https://transformativesalessystems.com/

If you would like to discuss further, schedule a time to chat:

https://calendly.com/anthony-nicks/30min

Straight talk for CEOs and business owners who want a sales engine that works.

Sales teams don’t miss their numbers because they are lazy, unmotivated, or unwilling to hustle.
They miss because leadership is absent, inconsistent, or undefined.

In this episode of The Selling Point Podcast, Anthony Nicks is interviewed by guest host Jordan Edwards of the #Clocked In podcast for a candid, wide-ranging conversation on what actually drives sales performance in B2B organizations.

Anthony shares his unconventional journey from mechanical engineering into complex B2B sales and explains why sales success has far more to do with process, accountability, and leadership systems than personality or persuasion.

This conversation dives into:

• Why most sales teams fail even when effort is high
• The danger of promoting top salespeople into management roles
• Why hope and hustle are not sales strategies
• How real sales processes are built and refined over time
• The mindset shift salespeople and leaders must make to learn from failure
• Why small and mid-sized businesses struggle with sales leadership
• How fractional sales management fills a critical gap for CEOs and owners

If you are a CEO, business owner, or sales leader responsible for revenue but frustrated by inconsistent results, this episode will challenge how you think about sales and leadership.

Sales is not about talking louder, closing harder, or working longer hours.
It is about building a system that works even when you are not in the room.

What to learn more:

https://transformativesalessystems.com/

Book a free 30-minute call:
https://calendly.com/anthony-nicks/30min

Straight talk for CEOs and business owners who want a sales engine that works.

The holiday break quietly disrupts more B2B sales teams than most CEOs realize. Deals stall. Pipelines age. Buyer priorities shift. And when everyone comes back, sales often “eases in” instead of resetting with intention.

In this episode of The Selling Point Podcast, Anthony Nicks breaks down what a sales reset after the holidays really looks like for CEOs and business owners who own sales. This is not about motivation or kickoff meetings. It’s about discipline, clarity, and execution in Q1.

You’ll learn:

• Why most sales pipelines are lying to leadership after the holidays
• How to clean up stalled deals and regain forecast confidence
• The sales cadence every CEO should reestablish immediately
• How to reset your sales message to match what B2B buyers care about right now
• What focused pipeline generation should look like in Q1
• How CEO-level accountability drives predictable sales results

If you’re responsible for revenue and want to avoid another reactive quarter, this episode will help you reset sales the right way and take control early in the year.

Book a free 30-minute Sales Reset call:
https://calendly.com/anthony-nicks/30min

To learn more visit:

https://transformativesalessystems.com/

Straight talk for CEOs and business owners who want a sales engine that works.

If your sales team is working hard and you’re still missing revenue, this episode is for you.

In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and business owners who are busy, committed, and frustrated by unpredictable sales results. The uncomfortable truth is this: effort is rarely the issue. Leadership systems are.

You’ll learn why activity doesn’t equal progress, how pipelines quietly drift, why forecasts miss even in good companies, and what sales leadership actually looks like when revenue matters. This conversation reframes missed revenue goals away from motivation and toward structure, standards, coaching, and cadence.

Anthony also explains where Fractional Sales Management fits for organizations that have outgrown their current sales leadership model but aren’t ready for full-time overhead.

If you’re tired of chasing numbers and want predictability, control, and clarity, this episode will hit close to home.

https://transformativesalessystems.com/blogs/working-hard-missing-revenue-goals/

Straight talk for CEOs and business owners who want a sales engine that works.

AI has officially taken over the sales world, but is it actually helping you close more business?

In this episode of The Selling Point, Anthony Nicks breaks down the truth behind the AI wave hitting small and mid-sized businesses. With every vendor pitching “AI-powered” sales tools, CEOs are left wondering what’s real, what’s hype, and what will genuinely drive revenue.

Anthony cuts through the noise and gets real about:

• Why AI is everywhere and why CEOs are right to pay attention
• The specific areas where AI actually helps SMB sales teams
• The biggest myths and oversold promises flooding the market
• How AI can expose your leadership or process gaps faster than ever
• Why SMBs often get AI adoption wrong
• The real risk of automating chaos
• The question every CEO should ask before choosing any tool
• How AI becomes a force multiplier only when the right sales system exists
• Where Fractional Sales Management fills the leadership gap

AI is powerful... but it does not replace leadership, structure, or accountability. It amplifies what already exists. If your system is solid, AI accelerates it. If your system is sloppy, AI makes the mess bigger.

This episode gives CEOs the clarity they need to make smart decisions about AI, sales teams, and where to invest to actually grow revenue.

Want AI to be a multiplier — not another distraction?

Learn more about strengthening your sales foundation at:
👉 https://transformativesalessystems.com

Or schedule a time to discuss at:

https://transformativesalessystems.com/contact/

Straight talk for CEOs and business owners who want a sales engine that works.