🍯 Why Most B2B Salespeople Are Sitting on a Goldmine and Don’t Even Know It

📬 Friday, April 17, 2026

Another Friday (yay), and another Sales Report (double-yay)! How did your sales week materialize? One of our Service-based customers was verbally awarded a $290k contract… 💪🏼 after a meeting in which they presented on a $500k contract; Taking swings! ⚾️ And 17 days into Q2, a Manufacturing-based customer has already generated a ton of new revenue. $6.2M on a goal of $8.8M for the Quarter! 💥 It’s been a really solid first few weeks of April.

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

1) “Buyability” Isn’t Really New, But it is Really Important 🤑

A survey of 750 B2B buyers conducted by the initiative’s researchers identified five main factors that business buyers need to feel confident about. When the researchers analyzed the survey results, they found that the most important factor buyers identified is to feel confident they can defend their decision if the purchase goes wrong. This was slightly more important to buyers than feeling confident the product or service they recommended could do the job… Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

Any sales rep can ‘tell you’ about their product or services, but the best ones? They find ways to show a prospect how their product or service truly impacts them, makes a difference, solves a problem, and the like.

Said another way, how you engage with a prospect can be seen as a “show me” demonstration: providing stories of success with other customers or providing validated industry guidance or assistance.

If you’re a lazy sales professional, you email a cut sheet and hope your prospect asks questions.

If you’re a motivated sales professional, you become a storyteller that plays chess with your prospects, always thinking 2-3 moves ahead on how you can further engage, who else you can introduce into the conversation, and how you can potentially solve challenges and problems.

Show me, don’t tell me.

🦉 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) Flat Revenue is Trying to Tell You Something - Are You Listening? 🙉

Two years of flat revenue doesn't happen to you. It happens because of something. That's a hard sentence to sit with, especially when you've been working just as hard as you always have, showing up every day, pushing every lever you know how to push. But effort isn't the issue. The issue is what's underneath the numbers. Flat revenue is data. Most founders treat it like the weather... Read more here. 👈🏼

🎙️ Sell Like A Homie - Podcast

Sales Homie will be launching our podcast series, “Sell Like A Homie,” in April! 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) Why Most B2B Salespeople Are Sitting on a Goldmine and Don’t Even Know It 🍯

There is a peculiar irony at the heart of modern B2B sales. Companies spend tens of thousands of dollars on CRM platforms, email automation tools, and paid advertising - and yet one of the most powerful prospecting resources in existence often sits underused, misunderstood, or completely ignored... Read more here. 👈🏼

📊 Weekly Financial Forecast:

The Iran war is starting to show up in the U.S. economy in ways both obvious and less so, with soaring energy costs leading the impact and potential hits on broader growth simmering beneath the surface.

Though recession fears have grown since the fighting began more than six weeks ago, most economists think the war will have only modest effects on gross domestic product — maybe shaving off a few tenths of a percentage point overall.

But there’s an important caveat, mainly around duration: Should the current ceasefire hold, inflationary impacts will wear off. If fighting resumes, however, the future becomes much murkier, threatening the fragile growth the economy has seen over the past two quarters.

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!