The Untold Sales Mistake Most Companies Make (And How to Fix It Before Q4)

The internet is flooded with sales advice. Most of it is recycled, vague, or designed for businesses stuck in 2012. But every once in a while, someone cuts through the noise with a clear message that actually changes how we think. That’s exactly what Anthony James did in a recent article published on Medium, titled The Brutal Truth About Sales Failures: You’re Talking to the Wrong People.

Let’s break down why this article stands out and why it should be required reading for every sales leader before the next quarter begins.

The Silent Sales Killer No One Wants to Talk About

Most companies are pitching blindly. They treat every contact like they’re the final decision-maker. Whether it's cold emails or demo calls, sales reps often assume everyone has the same concerns and priorities. That mindset is a silent deal killer.

In reality, different people in the buying committee care about very different things. The VP of Finance is focused on budget and risk. The UX researcher is concerned about technical viability. The influencer is thinking about internal adoption and personal credibility. If your messaging doesn’t speak directly to their world, they’ll move on or flag your proposal as a bad fit.

Why This Insight Is Crucial Now More Than Ever

B2B sales has changed dramatically. Buying cycles are longer. More people are involved in decisions. And nearly everyone is overwhelmed with information. This environment makes it essential to speak the buyer's language and address their specific concerns.

This is exactly what the TDZ Pro method addresses. In the article, James outlines a practical framework that breaks down four key buyer roles: the decision-maker, the influencer, the signatory, and the researcher. Each one influences the deal differently. And more importantly, each one requires a tailored communication strategy.

Start Building Smarter Sales Workflows Today

In today's market, persistence is no longer enough. Precision wins. Teams need sales workflows that mirror the real-world complexity of how deals are made.

If your team is blasting out the same pitch to every stakeholder, you're not just being inefficient. You're hurting your close rate.

The better approach is to segment your outreach. Learn what each role values. Deliver content and messaging that fits their priorities. That’s how modern sales teams build trust, reduce friction, and close faster.

👉 Read the full Medium article here

Why You Can Trust This Insight

The article is not based on guesswork or fluff. It reflects the real challenges companies face in long-cycle B2B deals. TDZ Pro, the company behind this strategic thinking, is known for its ability to decode stakeholder psychology and build performance-driven sales frameworks.

If you’ve been looking for sales content that’s built on credibility, experience, and actual results, this is it.

Final Thought

If your pipeline is slowing down, don’t just blame lead quality. Take a serious look at how you’re messaging. Are you speaking to the person in front of you, or are you pitching like it's still 2010?

The companies that thrive this year will be the ones that adapt how they speak, not just what they sell.