What if your entire sales approach is sabotaging your growth?
In this eye-opening episode, we sit down with Dan Goodstein, the business therapist who's spent two decades fixing broken sales models for everyone from scrappy startups to Fortune 500 giants. Discover why companies like Monday.com saw their stock tank 30% despite beating revenue numbers, how the traditional sales funnel is actually more like a leaky sieve, and why your CRM might be doing more harm than good. Dan reveals the counterintuitive truth about modern B2B selling: it's not about processes, it's about becoming a guide in your customer's journey. Plus, get the inside scoop on AI tools that are revolutionizing prospecting without losing the human touch.
The traditional sales funnel isn't just outdated—it's actively misleading. According to Gartner, 80% of B2B sales interactions now happen in digital channels, yet most companies still cling to linear processes that don't match how customers actually buy. The funnel metaphor suggests everyone who enters at the top will flow to the bottom, but reality looks more like pushing rocks uphill.
Smart founders are deconstructing their sales process like a medical practice. Just as a surgeon doesn't check patients in at the front desk, your lead generation specialist shouldn't be closing deals. Each stage requires different skills, different people, and different approaches. The key is understanding that your prospects are already 70% through their buying journey before they ever talk to a salesperson.
Modern B2B selling demands that you become a guide, not a gatekeeper. Stop showing up and throwing up your product features. Instead, listen deeply, understand their specific situation, and sometimes recommend competitors if you're not the right fit. This counterintuitive approach builds trust that pays dividends long-term.
The smartest companies are using AI to handle the research and initial outreach while preserving authentic human connection for qualified prospects. Tools like AI Sales Agency can research prospects and craft personalized messages that feel genuinely human, freeing your team to focus on relationship-building rather than administrative tasks.
But here's the crucial mistake most founders make: they try to automate before they understand what actually works. You must personally sell your product, figure out what resonates, and identify your real value proposition before building any systematic process. Only then can you thoughtfully apply automation to scale what's already proven effective.
The companies winning in 2025 aren't following someone else's sales methodology—they're building their own process from the ground up, starting with deep customer conversations and working backward to create a system that serves how their specific customers want to buy.
Watch the Full Episode on The Sales Funnel is Dead with expert Dan Goodstein below:
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