In this episode of The Deep Dive, we explore Barking Up a Dead Horse by Tom Batchelder—a brutally honest take on why most sales fail before they even start.

Too many salespeople waste time chasing bad deals, talking to the wrong prospects, and ignoring red flags. We break down Batchelder’s insights on how to qualify opportunities properly, ask the right questions, and stop chasing deals that will never close.

Learn the three biggest sales mistakes, how to identify real buying signals, and when to walk away from a prospect who isn’t serious.

Whether you’re in B2B SaaS, sustainability consulting, or enterprise sales, this episode will help you work smarter, close better deals, and stop wasting time on dead-end opportunities.