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🎙️E24: The 3 Pillars of B2B Sales | The Hole in the Wall Podcast
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🎙️E24: The 3 Pillars of B2B Sales | The Hole in the Wall Podcast

As a guest on the Hole in the Wall Podcast, I break down strategies for crushing your close rate (without high-pressure tactics).

Today's podcast episode is for you if you're experiencing these problems:

  • Your sales process feels random and unpredictable.

  • You keep losing deals on price and don't know why.

  • Your proposal conversion rate is lower than you'd like.


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Late last year, I joined James Groves and Bill DeMent, owners of the Hole in the Wall Drywall Repair, on the Hole in the Wall Podcast.

We covered a wide range of topics, including my personal story, which I haven’t shared much before here.

And we dug deep into the nuts and bolts of Systematic Selling—with a ton of practical sales advice you can apply immediately to your business.

So, I asked James and Bill for their permission to share this episode with you.

We talked about:

  • How the right systems can transform random sales processes into predictable results.

  • The crucial difference between 'incumbent' and 'discretionary' businesses and how it affects your sales strategy.

  • Strategic ways to use LinkedIn beyond just posting content, including an intentional and systematic approach to DMs and relationship-building.

  • The importance of presenting budgets during Discovery rather than waiting for the Proposal stage.

  • Why networking serves different purposes for different industries and how to use it effectively.

  • A systematic approach to cold emails that focuses on helping rather than selling.

  • How to establish long-term B2B relationships through strategic trust-building.

Here’s the episode from the Hole in the Wall Podcast with Bill and James!

Our Book is Now on Audible👇

Today’s episode is brought to you by our new book, Collaboration Effect on Profit: Overcoming Founder’s Syndrome to Achieve Sustainable Success—now available on Audible.

Listen to CEOP


Sean M. Lyden is the founder and CEO of Systematic Selling, a sales systems and coaching company for growth-minded SMB founders and owners looking to scale their sales (without the chaos).

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