The Selling Point Podcast
The Selling Point Podcast helps CEOs and business owners cut through the noise and finally get sales leadership that works. Hosted by Anthony Nicks, Founder and CEO of Transformative Sales Systems, a Fractional Sales Management company, this show delivers straight talk about sales performance, leadership, and the real issues keeping your revenue stuck.
Each episode gives you practical strategies you can use immediately, backed by decades of experience leading sales teams and transforming underperforming sales organizations. If you're tired of guesswork and want to build a sales engine that actually grows your business, you're in the right place.
Episodes
32 episodes
S2:E22 - Sale Qualification and Decision Criteria: Why Deals Die After the Proposal
Why do so many deals slow down right after the proposal goes out?In this episode of The Selling Point Podcast, Anthony Nicks breaks down one of the most common reasons sales opportunities stall late in the process: weak qualification aro...
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Season 2
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Episode 22
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11:15
S2:E21 - When Sales Leadership Becomes the Bottleneck
In this episode of Pursuit of Value, Marcus Hamaker sits down with Anthony Nicks, owner of Transformative Sales Systems, to talk about what happens when a company outgrows owner-led sales.Anthony shares his path from mechanical engineer ...
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Season 2
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Episode 21
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42:05
S2:E20 - Sales Qualification and Price Objections: Why “Too Expensive” Usually Starts in Discovery
“Your price is too high.”It’s one of the most common objections in sales. But in many cases, the problem isn’t actually the price.The problem started much earlier.In this episode of The Selling Point Podcast, Anthony...
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Season 2
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Episode 20
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17:53
S2:E19 - Sales Qualification Next Steps: Why Deals Stall When Nobody Owns the Process
Deals rarely die in dramatic fashion.More often they simply stall. The prospect goes quiet, follow-ups stop getting responses, and the opportunity slowly drifts in the pipeline.In this episode of The Selling Point Podcast, ...
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Season 2
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Episode 19
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10:30
S2E18 - Sales Qualification Criteria: Why Discovery That Feels Like Small Talk Kills Deals
If your sales calls feel friendly, comfortable, and engaging… but deals keep stalling, you may have a discovery problem.In this episode of The Selling Point Podcast, we break down why discovery that feels like small talk kills deals. Too...
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Season 2
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Episode 18
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18:17
S2:E17 - Sales Qualification Mistakes That Inflate Your Pipeline and Kill Your Close Rate
If your CRM says your pipeline is “healthy” but your revenue says otherwise, you likely don’t have a pipeline problem. You have a sales qualification problem.In this episode of The Selling Point Podcast, I break down the most common sale...
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Season 2
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Episode 17
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18:27
S2:E16 - Groundhog Day in Sales: How Leaders Break the Cycle
Groundhog Day is funny in the movie. In sales management, it’s expensive.If your team keeps repeating the same quarter...same pipeline conversations, same stalled deals, same forecast optimism, same missed targets then this episode is fo...
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Season 2
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Episode 16
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21:46
S2:E15 - You Don’t Have a Sales Process. You Have a Habit.
Most small and midsize businesses don’t have a sales process. They have a habit.And habits work… until you try to grow. Until you hire. Until you need predictable revenue. That’s when “revenue chaos” shows up in busy calendars, full pipe...
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Season 2
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Episode 15
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17:25
S2:E14 - What Real Sales Leadership Looks Like in a Small or Mid Sized Business
If sales feel unpredictable in your business, it’s not because your team isn’t trying.It’s because sales leadership is inconsistent.In this final episode of our 6-part CEO sales leadership series, Anthony Nicks lays out what real ...
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Season 2
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Episode 14
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18:06
S2-E13 - Sales Coaching Is the Growth Lever You’re Ignoring
Your sales team might be busy, experienced, and “doing the work”… and still not getting better.In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and owners of small and midsize businesses about one of th...
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Season 2
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Episode 13
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13:43
S2-E12 - Your Sales Meetings Aren’t Fixing Performance Because They Aren’t Coaching
Most sales meetings feel productive… but they don’t change anything.You review the pipeline. You hear updates. You talk about deals. Everyone leaves the meeting feeling like sales is being managed.And then the same deals stall. Th...
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Season 2
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Episode 12
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12:43
S2:E11 - Your Pipeline Looks Fine. Your Revenue Says Otherwise
Your sales pipeline looks full. The CRM is active. Deals are spread across stages. And yet revenue keeps missing.In this episode of The Selling Point Podcast, Anthony Nicks speaks directly to CEOs and business owners about why p...
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Season 2
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Episode 11
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18:09
S2:E10 - Why Hiring Another Salesperson Won’t Fix Your Revenue Gap
When revenue is behind, hiring another salesperson feels like progress. It’s decisive, visible, and comforting. Unfortunately, it’s also one of the most common ways small and midsize businesses waste time and money.In this episode of
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Season 2
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Episode 10
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19:10
S2:E9 - Sales Teams Don’t Fail From Lack of Effort. They Fail From Lack of Leadership.
Sales teams don’t miss their numbers because they are lazy, unmotivated, or unwilling to hustle.They miss because leadership is absent, inconsistent, or undefined.In this episode of The Selling Point Podcast, Anthony Nicks i...
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Season 2
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Episode 9
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43:22
S2:E8 - Sales Reset After the Holidays: The CEO Playbook for Q1
The holiday break quietly disrupts more B2B sales teams than most CEOs realize. Deals stall. Pipelines age. Buyer priorities shift. And when everyone comes back, sales often “eases in” instead of resetting with intention.In this episode ...
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Season 2
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Episode 8
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13:20
S2:E7 - Working Hard, Still Missing Revenue: Why Effort Isn’t the Problem
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 fr...
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Season 2
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Episode 7
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15:51
S2:E6 - The Truth About AI in Sales: A CEO’s Guide to What Really Moves Revenue
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 bus...
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Season 2
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Episode 6
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13:36
S2:E5 - Year-End Sales Reset: How CEOs Should Talk with Their Sales Team About Performance
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 m...
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Season 2
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Episode 5
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14:12
S2 E4 - From Firefighting to Forecasting: Making Sales Predictable Next Year
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
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Season 2
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Episode 4
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10:45
S2 E3 - Selling on Price vs Value: How CEOs Stop the Race to the Bottom | The Selling Point Podcast
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 Po...
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Season 2
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Episode 3
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10:00
S2 E2 - Taking a Breath This Thanksgiving: Why Rest is Part of the Work | The Selling Point Podcast
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 menta...
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Season 2
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Episode 2
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7:03
S2 E1 - Stop Setting Sales Goals Start Building Sales Systems | The Selling Point Podcast
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 re...
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Season 2
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Episode 1
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10:56
S1 E10 - Stop Taking Notes and Start Closing Deals | The Selling Point Podcast
Stop Taking Notes. Start Closing DealsSalespeople 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 ...
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Season 1
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Episode 10
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4:44
S1 E9 - Sales Teams, March Madness, and the Power of Real Coaching | The Selling Point Podcast
Sales Teams, March Madness, and the Power of Real CoachingWelcome 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.
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Season 1
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Episode 9
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3:46
S1 E8 - Why You're Not Closing Deals And How to Fix It | The Selling Point Podcast
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 sta...
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Season 1
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Episode 8
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8:00
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