You Don’t Have a Pipeline Problem, You Have a Momentum Problem | Ep 64

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🔗 Quick Summary

Most salespeople think their deals stall because of ghosting or a weak pipeline — but that’s not the real issue.
In this solo episode, Paul Caffrey reveals the hidden reason deals slow down: lost momentum.

You’ll learn how to regain control of your deals, keep energy high between meetings, and move faster in Q4 using four simple, practical steps that top-performing sellers use every day.

🕒 Timestamps

• 00:00 — “They didn’t have a ghosting problem. They didn’t have a pipeline problem. They had a momentum problem.”

• 01:10 — Why ghosting isn’t the issue — it’s your deal velocity

• 02:30 — Tip #1: Prepared next steps — decide what, who, when, and why before every call

• 04:45 — Tip #2: Not all pain leads to action — how to spot the difference

• 06:10 — “Every problem does not mean action” — how to test real urgency

• 07:25 — Tip #3: Book a meeting from a meeting — the habit elite sellers swear by

• 09:15 — How to uncover hidden objections when prospects delay booking

• 10:40 — Tip #4: Follow up individually — know who’s pro, neutral, or against your deal

• 12:00 — Why calling stakeholders post-meeting gives you a 10x advantage

• 13:00 — Recap: The four momentum builders to speed up your Q4 pipeline

💡 Key Takeaways

• ⚡ You don’t have a pipeline problem. You have a momentum problem.

• 🧭 Prepared sellers control pace. Always define the next step — what, who, when, and why.

• 💬 Pain ≠ urgency. Not every frustration deserves a fix.

• 📅 Never end a meeting without the next one scheduled.

• 👥 Call stakeholders individually before and after meetings to test alignment.

• 🚀 Momentum is built, not chased. Prepared sellers move faster because they plan faster.

🧩 The Four Momentum Builders

1. Have prepared next steps before every meeting.

2. Validate pain — confirm it’s a real problem, not a mild inconvenience.

3. Book a meeting from a meeting.

4. Follow up individually to gauge stakeholder support.

🎧 Episode Quote

“They didn’t have a ghosting problem.
They didn’t have a pipeline problem.
They had a momentum problem.”

🎯 Call to Action

Before your next meeting, write down:
‘What’s the decision I expect to be made today?’
If you can’t answer that, neither can your client.

(c) Paul M. Caffrey — Speaker | Author | Sales Coach
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