From Gut Feel to Data-Led Sales

Written By Adam Graham

Most businesses choose a CRM before they understand their sales process. That, according to Mitch Richards, Chief of Staff at Future Group Agency, is where it all goes wrong.

In this episode of The Art of Sales, Mitch breaks down what it actually takes to build a revenue operation that works, from mapping your full customer journey using the Bow Tie Funnel methodology, to configuring a pipeline your sales team will actually use. He shares a practical framework for pipeline health, a countdown-based approach to renewals management, and a clear-eyed view on why CRM adoption fails when the tool is built for IT rather than for sellers.

Direct, experience-led, and refreshingly no-nonsense. This one is for anyone who wants their systems to serve their people, not the other way round.

Show notes

https://fg.agency
https://gray-matters.co
https://gray-matters.co/podcast

Adam Graham

I’m the Founder and Director of Gray Matters. I'm passionate about changing the perception of sales and helping people learn to love it.

At Gray Matters, we empower and mentor businesses, agency owners and their teams to be better at attracting and winning new clients and projects. We build long lasting growth strategies for B2B businesses of all shapes and sizes. From 1-5 man Mastermind Groups; to 10-50 people, independent agencies across all disciplines, providing positioning and sales messaging, new business strategy alongside technical execution of sales and marketing tactics.

https://www.linkedin.com/in/adamkgraham/
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