If your sales team is working hard and you’re still missing revenue, this episode is for you.

In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and business owners who are busy, committed, and frustrated by unpredictable sales results. The uncomfortable truth is this: effort is rarely the issue. Leadership systems are.

You’ll learn why activity doesn’t equal progress, how pipelines quietly drift, why forecasts miss even in good companies, and what sales leadership actually looks like when revenue matters. This conversation reframes missed revenue goals away from motivation and toward structure, standards, coaching, and cadence.

Anthony also explains where Fractional Sales Management fits for organizations that have outgrown their current sales leadership model but aren’t ready for full-time overhead.

If you’re tired of chasing numbers and want predictability, control, and clarity, this episode will hit close to home.

https://transformativesalessystems.com/blogs/working-hard-missing-revenue-goals/

Straight talk for CEOs and business owners who want a sales engine that works.

AI has officially taken over the sales world, but is it actually helping you close more business?

In this episode of The Selling Point, Anthony Nicks breaks down the truth behind the AI wave hitting small and mid-sized businesses. With every vendor pitching “AI-powered” sales tools, CEOs are left wondering what’s real, what’s hype, and what will genuinely drive revenue.

Anthony cuts through the noise and gets real about:

• Why AI is everywhere and why CEOs are right to pay attention
• The specific areas where AI actually helps SMB sales teams
• The biggest myths and oversold promises flooding the market
• How AI can expose your leadership or process gaps faster than ever
• Why SMBs often get AI adoption wrong
• The real risk of automating chaos
• The question every CEO should ask before choosing any tool
• How AI becomes a force multiplier only when the right sales system exists
• Where Fractional Sales Management fills the leadership gap

AI is powerful... but it does not replace leadership, structure, or accountability. It amplifies what already exists. If your system is solid, AI accelerates it. If your system is sloppy, AI makes the mess bigger.

This episode gives CEOs the clarity they need to make smart decisions about AI, sales teams, and where to invest to actually grow revenue.

Want AI to be a multiplier — not another distraction?

Learn more about strengthening your sales foundation at:
👉 https://transformativesalessystems.com

Or schedule a time to discuss at:

https://transformativesalessystems.com/contact/

Straight talk for CEOs and business owners who want a sales engine that works.

Your year-end sales conversation is one of the most important leadership moments you have all year and most CEOs waste it.

In this episode of The Selling Point Podcast, Anthony Nicks breaks down how CEOs and owners of small and mid-sized B2B companies should talk with their sales team about performance at year end so that next year actually looks different.

This is not about pep talks.
This is about leadership, clarity, and systems.

You will learn:

• Why most year-end sales conversations miss the mark
• How to be honest about performance without destroying morale
• Why focusing only on results guarantees more of the same
• How to reset standards around process, pipeline, and CRM
• Where most sales teams quietly lose leverage
• How Fractional Sales Management turns a reset into real execution

If your sales performance has felt inconsistent, reactive, or overly dependent on last-minute heroics, this episode will show you how to reset expectations and build momentum the right way.

This is the sales reset conversation every CEO needs to lead correctly.

Ready to move beyond year-end speeches and actually change how sales is led in your company?

Schedule a time to discuss.

https://transformativesalessystems.com/sales-leadership/

https://transformativesalessystems.com/

Straight talk for CEOs and business owners who want a sales engine that works.

If your sales month always ends in a last-minute scramble, this episode is for you.

Most small and mid-sized B2B businesses don’t struggle with effort...they struggle with predictability. In this episode of The Selling Point, Anthony Nicks breaks down why so many CEOs operate in constant sales firefighting mode, and what it really takes to move into reliable, forecastable revenue.

You’ll learn:

• Why most sales forecasts are built on optimism instead of evidence
• What a real sales forecasting model looks like for SMBs
• How inconsistent process quietly destroys predictability
• Why cadence and leadership matter more than motivation
• How Fractional Sales Management helps SMBs replace chaos with control

If your pipeline feels full but unreliable, your forecasts feel like guesses, or you’re still personally stepping in at the end of every month to save deals, this episode will show you exactly what’s missing and how to fix it.

This is the roadmap from reaction to real revenue control.

https://transformativesalessystems.com/contact/

Straight talk for CEOs and business owners who want a sales engine that works.

Selling on price vs value is one of the biggest challenges SMB CEOs face  and one of the most costly. When your sales team discounts to win deals, you don’t win customers… you rent them. 

In this episode of The Selling Point Podcast, Anthony Nicks breaks down why discounting hurts your margins, your brand, and your sales culture and what CEOs can do to stop it.

In this episode you’ll learn:

• Why selling on price traps your company in a race to the bottom
• What discounting really does to your profit margins
• Why price-based buyers are your worst customers long-term
• How weak sales leadership encourages discounting
• The five shifts CEOs must make to build a value-driven sales team
• Where Fractional Sales Management fits into the solution

Whether you’re a CEO, business owner, or head of sales, this conversation will help you regain control of your sales team, protect your margins, and build a company that competes on value, not low price.

Read the full article here:
https://transformativesalessystems.com/blogs/selling-on-price-vs-value/

Learn more about Fractional Sales Management:
https://transformativesalessystems.com/fractional-sales-management/

If you found value in this episode, hit LIKE, SUBSCRIBE, and share it with another business leader who needs to hear it.

Straight talk for CEOs and business owners who want a sales engine that works.

This Thanksgiving, I want to give leaders and business owners a reminder we often overlook: rest is part of the work.

In this episode of The Selling Point, we slow things down and talk about the power of Thanksgiving self care, the mental reset, emotional grounding, and gratitude we all need before heading into the final stretch of the year.

If you’ve been running hard all year long…
If you feel stretched thin, mentally crowded, or emotionally tired…
This episode is your permission to pause.

We dig into:
✔ Why leaders struggle to rest (and why it matters)
✔ The mental reset that happens when you slow down
✔ How Thanksgiving mindfulness strengthens focus and clarity
✔ The emotional side of leadership nobody talks about
✔ Why time with family fuels resilience and better decision-making
✔ How gratitude builds stronger leadership habits
✔ Practical ways to use this holiday as a true holiday reset

A stronger leader returns after Thanksgiving because a fuller human being returns after Thanksgiving.

Take the time. Slow down. Breathe.

You’ll come back better for it and so will everyone who depends on you.

🎧 Listen to the full episode now.
🔗 Article version: https://transformativesalessystems.com/blogs/thanksgiving-self-care-for-success/

If this episode resonates with you, don’t forget to Like, Subscribe, and Share. It truly helps the mission of Transformative Sales Systems.

Straight talk for CEOs and business owners who want a sales engine that works.

If you're a CEO or owner of a small or mid-sized B2B business, this episode is  one shouldn't miss.

Most companies don’t struggle because their sales goals are too ambitious, they struggle because they don’t have the sales system required to achieve those goals consistently. In this episode, “Stop Setting Sales Goals. Start Building Sales Systems", I break down the shift every SMB leader needs to make before planning for 2026.

You’ll learn:

• Why goals alone won’t fix inconsistent sales
• The difference between “activity” and effective execution
• What a real sales system looks like
• Why SMBs feel sales pain more intensely than large companies
• How strong sales leadership turns chaos into predictability
• Where Fractional Sales Management fits into the growth plan

If your sales results swing month to month, rely on one or two top performers, or feel impossible to forecast, this episode shows you exactly what’s missing and how to fix it.

This is the roadmap to predictable, repeatable revenue for SMBs.

Listen if you want to learn how to:

• Build a structured sales process that actually gets followed
• Diagnose what’s really slowing down your pipeline
• Improve forecasting and pipeline accuracy
• Strengthen your team without adding unnecessary headcount
• Turn goals into systems — and systems into growth

About Transformative Sales Systems
We  help CEOs and SMB owners implement real sales leadership, structure, and accountability through Fractional Sales Management. If you want a sales engine that produces results on purpose — not by accident — you’re in the right place.

Book a Strategy Call
Ready to build the system behind your sales goals?
https://transformativesalessystems.com/sales-leadership/

Straight talk for CEOs and business owners who want a sales engine that works.

Stop Taking Notes. Start Closing Deals

Salespeople aren’t hired to be scribes, they’re hired to sell. But too often, poor note-taking leads to missed details, bad follow-up, and inconsistent performance.

In this episode of The Selling Point, I break down how AI notetakers, from Zoom-integrated apps to wearable tech that are transforming sales conversations. You’ll hear how these tools help reps stay present, improve follow-up, and give sales managers visibility into the moments that matter.

Whether you're a CEO, sales manager, or rep in the field, this episode is your no-fluff guide to smarter conversations and better outcomes.

In this episode:

• How AI tools are improving call quality and sales effectiveness
• The benefits for both reps and managers
• Common pitfalls and how to avoid them
• Where Fractional Sales Management fits into the picture

Fractional Sales Management (FSM) gives your company experienced sales leadership without the full-time overhead. At Transformative Sales Systems, we help you implement systems, drive accountability, and build high-performance sales teams...fast.

👉 Want to learn how FSM and tools like AI notetakers can help your team?
Book a consult at: https://calendly.com/anthony-nicks/30min or visit https://transformativesalessystems.com/

🔔 Don’t forget to like, subscribe, and share this episode if you found it valuable!

#salesleadership #FractionalSalesManagement #salesprocess #notetaking #AItools #TheSellingPoint #salesstrategy #salesenablement #sales #ceo

Straight talk for CEOs and business owners who want a sales engine that works.

Sales Teams, March Madness, and the Power of Real Coaching

Welcome to The Selling Point Podcast! In this episode, Anthony breaks down the chaos of NCAA March Madness and draws powerful, practical lessons for your sales team.

Are you running your sales like a Final Four program or just hoping for a Cinderella story?

In this episode, you'll learn:

• Why relying on streaky reps is a dangerous game
• How great sales teams make real-time adjustments
• The importance of coaching, structure, and systems
• How Fractional Sales Management builds championship-caliber performance

Whether you’re a business owner, CEO, or sales leader, if your sales results feel like buzzer-beaters and hope, this episode is for you.

Want to build a sales team that wins with consistency, not chaos?
Schedule a free strategy call at 👉 https://calendly.com/anthony-nicks/30min

or visit https://transformativesalessystems.com/

Subscribe for more episodes on sales strategy, leadership, and performance.

#SalesLeadership #MarchMadness #SalesStrategy #FractionalSalesManagement #B2BSales #SalesTeam #CoachToWin #WinningSales #marchmadness #ncaa

Straight talk for CEOs and business owners who want a sales engine that works.

Struggling to close deals? You’re not alone. Many salespeople get prospects engaged, interested, and even excited and only to hear, “Let me think about it” or worse… radio silence.

The truth? The problem didn’t start at the close, it started way earlier in the sales process.

In this episode of The Selling Point Podcast, we break down the biggest reasons sales deals stall and, more importantly, how to fix them.

What You’ll Learn in This Episode:

• Why unqualified prospects waste your time – and how to avoid them
• How weak discovery calls kill your close before it even starts
• The secret to creating urgency so prospects act NOW
• Why sending a proposal too soon can destroy a deal
• How to confidently ask for the close without sounding pushy

Closing isn’t about luck, it’s about having the right strategy and process. If you’re tired of deals slipping through the cracks, this episode is for you!

Listen now and start closing more deals with confidence!

Need help improving your sales process? Transformative Sales Systems specializes in Fractional Sales Management (FSM), helping businesses fix broken sales processes, improve closing rates, and drive real revenue growth.

📅 Book a free strategy session today:
https://calendly.com/anthony-nicks/30min

📩 Follow us for more sales strategies and tips!
🔹 LinkedIn: https://www.linkedin.com/company/transformative-sales-systems-llc
🔹Website:https://transformativesalessystems.com/

#SalesSuccess #ClosingDeals #SalesCoaching #SalesLeadership #TheSellingPointPodcast #SalesTips

Straight talk for CEOs and business owners who want a sales engine that works.