Hosted by Christina Bruce from Sellabilities, How I Sell This is a deep dive into the world of sales where we interview top performing sales people to understand what it is that makes them the best.
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
In this solo episode of the How I Sell This podcast, Christina (https://www.linkedin.com/in/christinajbruce/) continues the conversation about sales process, exploring why a healthy-looking pipeline doesn’t always translate into an accurate sales forecast.
While many organisations track opportunity values and close dates in their CRM, Christina explains why those numbers can be misleading without meaningful stage weightings, clear qualification criteria and reliable data.
Drawing on the work Sellabilities® does with organisations, this episode unpacks how probability of success should change as opportunities progress, why losing opportunities is a normal part of selling, and what low proposal conversion rates can reveal about the selling work happening earlier in the process.
Christina also explains why cleaning up your pipeline often makes it smaller, and how that clearer picture helps sales leaders identify gaps and direct their team’s time and effort.
If your pipeline looks promising but your results keep falling short, this episode will help you understand what’s sitting underneath the numbers.
In This Episode
The relationship between sales process and sales pipeline
What stage weightings mean and how they support forecasting
How a $100,000 opportunity contributes differently to your forecast as it progresses
Why losing opportunities is a normal part of the sales process
What proposal conversion rates reveal about discovery and qualification
How outdated close dates, incorrect stages and inaccurate values undermine forecasting
Why cleaning up your pipeline can make it smaller but more useful
How a clearer forecast helps leaders identify gaps and focus sales activity
Where to start when reviewing probability weightings in your business
Resources Mentioned
Part 1: The sales process mistake costing teams more than they realise (https://open.spotify.com/episode/2bU8ZT0eXoPrSUdTYE69JH?si=pBgGQ0VXTQGZiyfZEJdG-g)
About Sellabilities®
Sellabilities® (https://www.sellabilities.com.au/) helps B2B sales teams improve pipeline performance, sales capability and customer conversations through practical sales training, pipeline development and sales process optimisation across Australia and APAC.
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
1 Jun 2026
The Sales Process Mistake Costing Teams More Than They Realise
In this solo episode of the How I Sell This podcast, Christina Bruce dives into one of the most overlooked drivers of sales performance: the end-to-end sales process.
While many organisations invest heavily in CRM platforms and sales training, Christina explains why so many teams still struggle with inconsistent forecasting, poor CRM adoption, low proposal conversion rates and salespeople jumping to quotes, demos or pricing far too early.
Drawing on real examples from the work Sellabilities does with organisations every week, this episode explores why sales process clarity matters, how pipeline stages should actually function, and why most CRMs become expensive record management systems instead of meaningful coaching and sales enablement tools.
If your team is struggling with pipeline visibility, inconsistent qualification, proposal-heavy selling, or CRM frustration, this episode unpacks the operational gaps sitting underneath those challenges.
In This Episode
Why sales training alone often fails to create long-term behaviour change
The connection between sales conversations and sales process
Common CRM mistakes organisations make
Why pipeline stages need meaning, not just labels
How salespeople accidentally “jump selling work”
How proposal win rates reveal deeper sales process problems
Why CRM adoption breaks down inside organisations
The difference between tracking activity and enabling sales performance
Why pipeline reviews are one of the most important things sales leaders can do
Resources Mentioned
Pipeline Power eBook by Sellabilities
Contact: support@sellabilities.com.au (mailto:support@sellabilities.com.au)
About Sellabilities
Sellabilities helps B2B sales teams improve pipeline performance, sales capability and customer conversations through practical sales training, pipeline development and sales process optimisation across Australia.
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
2 Mar 2026
Where Marketing Ends and Selling Begins & the One Thing You Should Do After Every Discovery Call w/Trish McLachlan
Hosted on Acast. See acast.com/privacy (https://acast.com/privacy) for more information.
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