Are Your Sales Deals Stalling?

What if it’s not your pitch that’s killing your deals? 

There’s a hidden communication pattern in enterprise sales that can cost your brand millions of dollars in lost revenue. You can have the best value story and sales materials. You can have sales reps who can tell the story flawlessly. But what if those reps are not listening?  

Buyers spend less than 20% of their journey in actual conversation with you. Can you afford to miss what they’re really telling you? Can you afford to miss their cues about what they need most from you?  

A perfect storm is brewing for B2B sales teams 

You still face the everyday hurdles of enterprise sales: You have to differentiate in a crowded market. You have to earn consideration for a strategic partnership and not just a vendor relationship. You have to sell your value to a complex committee of stakeholders.

But today’s market dynamics, macroeconomic climate, geopolitical climate, and more are converging to add more hurdles to enterprise sales.  Your team faces challenges that traditional sales methods simply weren’t designed to handle: 

Problem #1: The Vanishing Enterprise Buyer 

Statistic: Gartner research reveals B2B buyers spend only 17% of their total buying journey interacting with potential suppliers. 

This means for a 100-day sales cycle, you have less than 17 days to influence the sale personally.
Every minute of contact with your customer must be spent building trust, clarifying value, and demonstrating strategic partnership, yet most teams are still using that time to talk at their customers. 

Problem #2: Enterprise Decision-Making Complexity 

Statistic: McKinsey’s 2024 B2B Pulse Survey found that 42% of nearly 4,000 B2B decision-makers used more than 11 touchpoints in their buying journey. 

With multiple stakeholders and touchpoints, your team is likely missing critical buying signals that disappear into the gaps between interactions. Each stakeholder needs something different, but are you equipped to recognize what that is? 

Problem #3: Economic Pressure Cooker 

Statistic: Uplead says 70% of sales teams reported increased budget scrutiny in 2023 compared to 2022, a trend that the market knows is carrying through to 2025. 

With 73% of purchases now requiring C-suite approval, your team faces longer sales cycles and higher resistance. The margin for communication errors has shrunk to nearly zero. 

Enter the cost of the listening gap… 

Ask yourself honestly: 

• How many deals went dark after what seemed like positive meetings? 

• How often do your top performers succeed where others fail with the same sales materials? 

• How many of your extended sales cycles could have closed faster with better customer intelligence or more trust? 

The truth is that most enterprise sales teams are trained extensively on what to say, but barely at all on how to listen. 

“Most sales training focuses on talking. What about the listening, which should be 80% of every interaction?” 

There is a better way. 

What if your team could: 

• Instantly identify what each stakeholder truly needs in your conversations, and address those needs? 

• Adapt their communication approach based on proven psychological patterns and cues? 

• Recognize buying signals that your competitors consistently miss? 

• Transform every interaction into meaningful intelligence that builds trust and accelerates deals? 

The world’s top-performing sales organizations have discovered a pattern that changes how enterprise deals are won. 

Welcome to the S.A.I.D. Framework™  

After hundreds of hours of research and working with thousands of successful enterprise leaders across industries, we’ve identified a consistent pattern in how top performers listen and respond. 

The S.A.I.D. methodology isn’t just another sales technique—it’s a fundamental shift in how your team connects with buyers as they listen: 

• Support: Meeting emotional needs that build unshakable trust 

• Advance: Moving opportunities forward with precision and confidence 

• Immerse: Understanding the complete situation with remarkable clarity 

• Discern: Evaluating options and alternatives with superior insight 

This isn’t about just paying attention (or, “active listening”). It’s about adapting your entire conversation approach to meet the specific needs of your prospects in the moment — even when they don’t explicitly tell you. 

Given these challenges that even our own sales team is facing… we’ve distilled this powerful framework into a practical guide designed specifically for Fortune 500 sales leaders in today’s challenging environment. 

In this free resource, you’ll discover: 

• The four distinct listening patterns in every major enterprise deal 

• Specific verbal and non-verbal cues that signal buying readiness 

• A simple diagnostic to determine what each stakeholder needs from you 

• Proven techniques to adapt your approach in real-time conversations 

Get the Resource