Episode 45
Fixing Sales Before It Bleeds You Dry
Sales problems rarely start loud. They build quietly through messy processes, wishful thinking in the pipeline, the wrong people in key roles, and pricing that no longer makes sense.
Maartje van Krieken is joined by Nicholas Loise, the founder of Sales Performance Team, to discuss what really drags sales down, and what it takes to turn things around. He shares a practical framework built around four core elements: process, pipeline, people and pricing. Each one either helps move deals forward or quietly holds them back.
Are your salespeople chasing deals that were never real? Is your team structured for speed or stuck in the wrong roles? Are you undercharging without realizing it? Nick tackles these questions head-on and explains why pipeline management isn’t just about tracking numbers but about telling the truth.
They also explore how AI is changing the shape of B2B sales strategy, especially in fast-moving or complex environments. But as Nick points out, automation can’t replace good judgment or clear communication.
If you’re feeling the pressure to hit numbers or just want a clearer view of what’s working, this episode offers a lens on sales performance optimization, and a few ideas you may not have considered.
Episode Breakdown:
00:00 Sales Performance Warning Signs
01:04 A Framework for Fixing Sales: The 4 Ps
02:46 Pipeline Management and AI Tools
04:32 Pricing Challenges and Missed Opportunities
06:42 External Shifts Impacting Sales Strategy
10:30 How AI Is Reshaping B2B Sales
16:44 Sales Roles and Team Structure Issues
19:28 Communication Breakdowns in Sales Teams
23:37 Why Outside Perspective Matters
Links
Connect with Nicholas Loise:
https://www.linkedin.com/in/nicholasloise/
Nicholas Loise is the founder of Sales Performance Team and a seasoned sales leader, entrepreneur, and marketing executive. With a track record that spans Presidents Club wins, keynote stages, and private equity-backed ventures, Nick focuses on helping small to midsize businesses improve their sales processes, systems, and playbooks.
He’s the author and creator of several sales education programs, including Sales Mastery and No BS Guide to Direct Response Marketing. Nick has shared the stage with leaders like Dan Kennedy, Russell Brunson, and Barbara Corcoran, and has taught marketing at North Park University and the Computer Science Institute.
Nick launched Sales Performance Team after leading sales at GKIC-Magnetic Marketing, where he saw firsthand how many businesses struggle to build and manage effective sales teams. He brings a clear, no-fluff approach to helping business owners close gaps and drive results.
Connect with Maartje van Krieken:
https://www.thechaosgamesconsulting.com/
https://www.linkedin.com/in/maartje/
https://maartjeturnschaosaround.substack.com/
Host Maartje van Krieken is a crisis strategist and decision-making expert who thrives in high-stakes business environments. Combining disaster management training, hands-on experience in global industries, and leadership skills honed as a seasoned sailor, she helps businesses navigate chaos with precision. Whether tackling transformation, scaling challenges, or leadership bottlenecks, Maartje delivers actionable insights to turn turbulence into traction.
