📉 The Sales Mistake Most Founders Don’t Realize They’re Making

📬 Friday, May 1st, 2026

Springtime! ☀️ And Friday! Welcome to May. We’ve reached the month of the year when most start to experience summertime weather. With the temperatures rising, is your pipeline rich and balanced to sustain the heat?

Here’s what you missed this week while you were out selling and growing your business:

1) How To Survive In Business When Sales Drop And Costs Rise ☔️

Small business owners are navigating one of the most challenging economic environments in recent years. Confidence remains below historical averages, inflation continues to pressure margins, and many businesses are struggling to maintain consistent revenue. Knowing how to survive in business is of utmost importance… Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

Have you ever tried to adjust your quota or fiscal calendar to your advantage?

For those in long sales-cycle environments, there’s a strategy and tactic where rep teams adjust their own prospecting calendars to more effectively (and consistently) produce new revenues.

Just because your company operates on a January - December fiscal, doesn’t mean you need to sell off of it.

Working to get prospects engaged in Q3 and Q4 to set up a strong Q1 (and ultimately Q2), the following fiscal year allows for high revenues at the beginning of important budget zones for the company. For the rep, this puts you in a place to achieve 60-70% of your annual goal before July. Most businesses rely on new revenue, and when it doesn’t hit in Q1 and Q2, achieving goals in Q3 and Q4 becomes much harder.

So, this practice can be a win-win.

The rep approaches Q3 and Q4 as time to build for the next fiscal, while selling non-pressured opportunities throughout the balance of the year to meet an annual goal as they ramp up to heavy output in the new year.

But strategically, you’re focused on selling June - July.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales Executive at any level (Manager, Director, Vice President, Chief Revenue Officer) into your department. For organizations seeking a consultant, Sales Homie offers Consulting Services tailored to meet your organization’s specific needs.

In need of targeted recruiting for your business development teams? Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches offer 180-day placement guarantees, detailed 30-, 60-, and 90-day onboarding plans, and additional benefits.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

CRM SUPPORTER

The CRM to get your sales organized. Pipedrive users close an average of 28% more deals after their first year. Learn more here. 👈🏼

2) The Amazon Effect: How B2C Expectations Are Rewiring B2B Sales 🚛

Recently, the concept of the “Amazon effect” emerged, referring to how Amazon’s business model, supply chain, and shipping capabilities have revolutionized retail shopping in both online and offline stores. This effect is not just how consumers buy. According to the latest McKinsey research, 75% of B2B buyers prefer digital services and remote human engagement over a face-to-face buying experience... Read more here. 👈🏼

🎙️ Sell Like A Homie - Podcast

Sales Homie will be launching our podcast series, “Sell Like A Homie,” in May! We’ll be digging into all things sales with different guests, bits, facts, and strategy sharing.

You can follow Sales Homie on YouTube to not miss an episode, or simply keep subscribing to The Sales Report to find clips and links to recent episodes.

3) The Sales Mistake Most Founders Don’t Realize They’re Making 📉

Most founders think about sales in terms of downstream tactics. How do we handle objections? In what ways can we create urgency? How do we get them to say yes? By the time you’re handling objections, something upstream has already failed. The prospect is unclear, uncertain, or unconvinced. Now the burden shifts to your salesperson to “close the gap” with some combination of persuasion, pressure, and hope... Read more here. 👈🏼

📊 Weekly Financial Forecast:

Consumers faced escalating prices in March as the Iran war sent oil soaring and created new challenges for the Federal Reserve, according to a batch of reports released Thursday that showed slower-than-expected economic growth and a generational low in layoffs.

The core personal consumption expenditures price index, which excludes food and energy, accelerated a seasonally adjusted 0.3% for the month, pushing the 12-month inflation rate to 3.2%, the Commerce Department reported Thursday. The readings matched the Dow Jones consensus estimates. Core inflation hit its highest level since November 2023.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn and Twitter for more conversation and discovery!