Most deals aren’t lost in the close—they’re lost in what happens before and after. In this episode, Jason reflects on a challenge from a fellow sales trainer and unpacks what really drives consistent revenue. He explores why focusing only on closing tactics can miss the bigger opportunity, and how identifying who’s “close to the money” can shift your priorities fast. He also shares how simple, consistent follow-up—done with care and creativity—builds trust over time. “It compounds every conversation, every post, every follow up, it all stacks.” Take a few minutes to revisit your recent conversations and reach back out with intention.