When Word of Mouth Isn't Enough

Steve Johnson recently had an uncomfortable realization - he was making the exact mistake he helped his clients avoid.

His own business relied entirely on word-of-mouth referrals, with no clear path for prospects to engage before jumping into a high-stakes sales call.

In this candid conversation, Steve breaks down why this common approach fails and shares the strategic shifts that transformed his results. Drawing from 20+ years scaling companies from startup to pre-IPO, he reveals:

• Why 80% of B2B buyers complete 70% of their buying process before ever talking to vendors
• The critical mistake most companies make in B2B sales messaging
• How one simple change took a client's close rate from 10% to 35%
• Why selling to "businesses" kills deals (and what to focus on instead)
• The counterintuitive way to turn general counsel into your biggest advocate

Steve also discusses his framework for helping CEOs gain clarity, energy and momentum in their sales process - without getting stuck in complexity.

Free Resources:

• Register for Steve's new training Fix Your Sales Team in 90 Days at FixYourSalesTeam.com
• Stay connected with Steve's latest insights at ScalingSales.com/newsletter