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: [email protected] 

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 for more information.