Sales is not an art it’s a machine. And like any machine, if one part breaks, the whole system suffers. In this episode of 10 Minute Masterclass, Trey Sheneman walks you through how to diagnose breakdowns in your sales process by looking for three common failure points. If your revenue feels stuck, this is how to find the leaks, fix the friction, and restart the flow.

Key Takeaways

• Sales is an assembly line: lead → conversation → proposal → pitch → close.
• Revenue often stalls because something breaks at one of three points:

1. Input Problem – You're not generating enough qualified leads. Bad traffic creates unqualified leads. Fix by:

• Identifying your ICP (Ideal Customer Profile)
• Choosing the right channels based on where your customer spends time
  • Repositioning your offer if needed

        2. Process Problem – Leads go cold, proposals stall, or demos drag on. Fix by:

• Auditing your follow-up cadence
• Training your team on objections and urgency
  • Building time-sensitive offers or capacity limits

       3. Output Problem – Verbal yes, but no signature. Fix by:

• Adding risk-reversal (e.g., 30-day guarantee)
• Improving close technique with next steps and deadlines
  • Clarifying objections early and often
• Sales doesn’t have to feel mysterious—it can be mapped, measured, and optimized.

Timestamped Highlights

[00:00] – Sales is an assembly line; traffic jams cost revenue

[01:30] – Is sales an art or a science? (Trey votes science.)

[03:00] – Leads → Conversations → Proposals → Pitches → Close

[04:30] – Breakdown 1: Not enough qualified leads

[06:30] – Bad traffic? You're probably on the wrong channel

[07:00] – Breakdown 2: Leads not converting smoothly

[08:00] – Audit your follow-up, add urgency, train objection handling

[09:00] – Breakdown 3: Output problems—verbal yes, no action

[10:00] – Add risk reversal, tighten next steps, map your machine

Want to work with Trey and his Team? Then go to Herald: 🔗 Herald – https://www.weareherald.co/  Want to connect with Trey for a follow up question?

Find him on LinkedIn: 🔗 https://www.linkedin.com/in/treyshen/ 

Are you ready for predictable growth in your business? Check out the COMPASS: 🔗
https://www.weareherald.co/compass 

Want to to learn Trey’s system for being a Fractional Growth Advisor and CMO? Grab the Training: 🔗
https://www.thecompassmethod.co/crashcourse 

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